The creative Sr Director of Americas Field & Channel Marketing will develop and lead the implementation of the Field and Channel marketing plan for the Americas and aggressively influence sales and market share in each of the current and developing markets in the Geo. The success of this role will be measured by the ability to develop & implement an effective B2B marketing strategy designed to enhance the company’s reputation in the marketplace, brand Citrix as the global leader and most trusted name in Application Delivery infrastructure and have direct impact in the creation of opportunities in the sales pipeline.
• Identifying market/customer opportunities, managing positioning strategy and developing supporting programs for Strategic Partnering and Market Expansion initiatives
• Developing and managing a marketing team and its budget
• Managing and influencing vendors, agencies, consultants and internal project teams accountable for the development of marketing, sales and operations materials
• Co-developing and coordinating internal/external branding
• Leading the development of promotional concepts and programs that are focused on supporting the Citrix sales organization
• Recommending, creating and executing strategic plans for customer education
• Using client/business intelligence to develop strategies that position the company as the leader in the market
• Providing creative thought leadership for Corporate and Geo-based Marketing
• Research And Profiling – lead and execute research to determine market trends, capabilities, and gaps in order to effectively support Citrix’s decision making and planning for market development, product launch planning, channel engagement, and channel management.
• Program Marketing – Provide thought leadership, Geo-wide coordination and messaging around the core value proposition for customer and partners to be involved in Citrix programs at varying levels. Establish primary marketing messages and collateral, and work with Geo and Corporate teams to execute consistent, compelling marketing campaigns that drive opportunity creation.
• Communication – Serve a clearinghouse and conduit for product, program, licensing, and systems information to both the customer and channel ecosystem
• Channel Programs and Policies – Work closely with the Channel Programs team to perform the following duties:
o Create and maintain programs that establish a differentiation between partner levels and among varying capabilities.
o Define global channel program and policy standards to optimize Citrix’ go to market effectiveness.
o Identify, plan and oversee design and development of ongoing incentive programs and promotions in close collaboration with Geo and Product channel teams.
o Define and implement processes that ensure maximum effectiveness and synergy across Citrix’ diverse channels (Reseller, SI, ISV, Distribution).
• Define best practices and systems support for optimizing Team roles, best practices and collaboration and sharing of field programs
• Define scalable processes, content, and information repositories to support field team engagement
Qualifications
• Professional marketing qualification required
o Bachelor’s Degree/ MBA / equivalent 15+ years industry experience
• International and Cross Cultural Marketing / Channel Marketing experience required
• Technology product industry experience
• Experience working with an indirect channel sales model, including defining and implementing key programs
• Experience leading large organizations/teams
• Experience in agency and corporate marketing environments, with a focus on B2B marketing and advertising
• Proficiency in developing and delivering professional presentations
• Negotiating, time management, planning and budgeting skills
• Proven track-record of leadership and consensus building
• Public Relations experience a plus
• Experience defining and implement product go to market strategies
• Project management experience in roles requiring management of work plans for multiple projects
• Excellent communication skills (oral, writing)
• Strong organizational skills, follow through and record keeping skills
• Travel required
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