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Principal Account Technology Strategist

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Cloud Software Group

28d ago

  • Job
    Full-time
    Expert Level
  • IT & Cybersecurity
    Business, Operations & Strategy
  • Lyon, +2

AI generated summary

  • You should have 10+ years in Sales Engineering, 7+ in SaaS/PaaS, strong tech knowledge (DaaS, VDI), C-level negotiation skills, and excellent communication abilities. Travel 50% required.
  • You will develop technical strategies, build customer relationships, provide product insights, deliver demos, manage customer stability, and collaborate with teams for optimal outcomes.

Requirements

  • Understanding of Citrix’s competitive domain and technologies.
  • Broad understanding of the following:
  • DaaS / VDI
  • Applications
  • Enterprise Browser
  • Enterprise Mobility Management
  • Networking
  • Enterprise Security
  • Data Management and Analytics
  • Strong understanding of business processes and their implementation into enterprise applications
  • Analytical and negotiation skills, particularly at the C-level
  • Ability to work independently and in a strong team environment, and to deliver on detail as well as strategy
  • Excellent oral and written communications skills, as well as excellent presentation skills
  • Bachelor’s degree or equivalent experience required
  • 10+ years of Sales Engineering experience in high-tech, indirect sales, and procurement environments with a record of success in driving customer adoption of technology
  • 7+ years of experience in SaaS or PaaS
  • Ability to travel within assigned territory
  • Ability to work in and successfully navigate complex and matrixed organizations
  • The following certifications are beneficial but not required
  • Citrix Certified Expert Virtualization (CCE-V), Citrix Certified Professional – Virtualization, Citrix Virtual Apps and Desktops Service on Citrix Cloud Certified (CC-VAD-CC), Citrix Virtual Apps and Desktops Service Integration with Microsoft Azure Certified (CC-VAD-MA) or Virtual Apps and Desktops Service Integration with Amazon Web Services Certified (CC-VAD-AWS)
  • Microsoft Certified Azure Administrator, or Azure Solutions Architect
  • AWS Certified Cloud Practitioner
  • Google Associate Cloud Engineer
  • Updated Security Certifications
  • Ability to travel approximately 50% of the time

Responsibilities

  • Accountable for the development and execution of multi year technical strategy and roadmap focused on consumption of entitlement and growth of the Citrix technology platform within an assigned named account segment.
  • Develop strategic partnerships and build trusted relationships with customers, technical stakeholders and decision makers.
  • Provide technical thought leadership and insights of Citrix products, industry trends and their relevance to our customers.
  • Understand your assigned accounts current use cases, challenges and opportunities and the value the Citrix platform brings to their business.
  • Consistently contributes to the broader team’s technical mindshare.
  • Serve as an external spokesperson and evangelist for Citrix vision and associated technologies.
  • Assist with overcoming technical and competitive objections and accelerates the technical evaluation component of the sales cycle by
  • Maintaining solid understanding of competitive technologies and how to position to “win”.
  • Conducting product demonstrations and technical presentations remotely or at customer locations\Citrix facilities.
  • Build complex, multi-product proof of concept solutions for customer evaluations.
  • Accountable for driving the adoption and consumption of Citrix products and environment stability:
  • Formalize and deliver a strategic customer technology roadmap that identifies customers’ needs and requirements that can be translated into actionable opportunity proposals, operational requirements, high-level designs, and customer success plans.
  • Be the primary contact for all the customer stability activity including escalation management, proactive communication, and general supportability insight such as delivering trend analysis, root cause analysis, scheduled support planning.
  • Maintain and conduct customer cadences: Discovery Workshops, Technical Strategy Review, Value Briefings, and Environment reviews.
  • Working in collaboration with internal and cross functional teams:
  • Provide regular and efficient updates on assigned accounts to sales, product, and leadership teams.
  • Responsible for engaging and leveraging the wider team where appropriate to help manage and deliver the best customer outcomes.

FAQs

What is the primary responsibility of the Principal Account Technology Strategist (ATS)?

The primary responsibility of the ATS is to guide the end-to-end customer journey and develop a multi-year technology strategy and roadmap to achieve customers' business and IT goals, while ensuring engagement with business and IT decision-makers.

What type of experience is required for this position?

A minimum of 10+ years of Sales Engineering experience in high-tech, indirect sales, and procurement environments, as well as 7+ years of experience in SaaS or PaaS, is required.

Is travel required for this role?

Yes, the role requires the ability to travel approximately 50% of the time within the assigned territory.

What are the key skills needed for the Principal ATS position?

Key skills include a strong understanding of Citrix’s competitive domain and technologies, analytical and negotiation skills, excellent oral and written communication skills, and the ability to work independently as well as in a team environment.

Are there any specific certifications beneficial for this role?

Yes, beneficial certifications include Citrix Certified Expert Virtualization (CCE-V), Microsoft Certified Azure Administrator, and AWS Certified Cloud Practitioner, among others.

What is the importance of developing strategic partnerships in this role?

Developing strategic partnerships is crucial for building trusted relationships with customers and technical stakeholders, which facilitates successful technical engagement and support throughout the customer journey.

Will the Principal ATS provide technical thought leadership?

Yes, the ATS will provide technical thought leadership and insights on Citrix products and industry trends, ensuring alignment with customer needs and value propositions.

What type of working environment can be expected?

The working environment is described as complex and matrixed, requiring the ability to navigate and collaborate within various teams and departments.

What qualifications are necessary to apply for this position?

A Bachelor’s degree or equivalent experience is required, along with significant experience in relevant fields such as sales engineering and cloud technology adoption.

How does the company support diversity and equal opportunity?

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and compliance with all laws prohibiting employment discrimination. All qualified applicants will receive consideration for employment without regard to various protected classifications.

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Cloud Software Group

Enabling customers to evolve, compete & succeed in data, automation, insight, and collaboration.

Technology
Industry
10,001+
Employees
1997
Founded Year

Mission & Purpose

Cloud Software Group enables our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight, and collaboration.