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You are a technology sales leader with experience as a strategic Channel Director, in a high-tech, indirect sales and procurement environment with a proven track record of success in driving customer adoption of technology.
Position overview:
Focusing on partner ecosystem transformation through growing partner capacity and capability is the core mission for the role.
As our Channel Director, Emerging Markets, you are responsible for driving success by leading a team of Partner Account Managers (PAMs) that will manage, develop, and grow a set of named partners to drive revenue for Citrix.
What you will be doing:
- Provide leadership and direction to PAMs for all activities associated with pipeline management, portfolio planning, sales coaching, and forecasting.
- Develop strong executive-level relationships with managed partners assigned to PAMs to drive dedication to Citrix products and solutions and expected growth targets.
- Collaborate closely with Citrix sales teams and leadership on partner business opportunities and critical issues.
- Pipeline management & forecasting across PAMs of partner-led opportunities and net new partner-sourced business.
- Establishes tactics and strategies for PAMs to increase sales and awareness within the assigned partners.
Role responsibilities:
- Establishes PAM operations to grow partner revenue through joint business, pipeline and forecast planning and execution to ensure affective achievement of PAM objectives.
- Handle customer concerns and defuse conflicts.
- Ability to develop strategy for the Territories and partners supported
- Regular work and interaction with VP and C-level executives with top Partners/strategic partners
- Guide the development of strategic plans for partner relationships in an assigned region to drive pipeline and exceed “partner sourced” quota
- Contribute strategic insights and direction to partnership business planning to achieve set objectives
- Participate in Sales Leadership meetings representing the Emerging Market Channel
- Champion rules of engagement with sales to ensure partner, Citrix & customer success
- Monitor and provide insight into named partners’ business and technical service capability, financial results, and investment in selling Citrix products and services
- Responsible for the professional development of all Emerging Market team members
- Representation and presentations at partner events in territory
- Resolves complex PAM/ Partner relationship issues through analysis of situations or data
- Participates in corporate development of methods, techniques and evaluation criteria for projects, programs, and people.
- Ensures budgets and schedules meet corporate requirements.
Qualifications:
- Strong ability to build and leverage C-level relationships with partners as well as internal area managers, field sales, SEs, sales support and marketing teams
- Ability to inspire and empower a team of PAMs
- Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales mentoring and timely execution/follow-up
- A key contributor and leader with Citrix sales leadership teams
- Demonstrated track record of recruiting, training, coaching, motivating and retaining a successful group of partners
- Requires in depth knowledge of partner projects, programs and strategies and how it applies to company objectives
- In depth experience in handling corporate budgets and timelines to meet corporate business unit requirements.
Basic Requirement:
- Bachelor’s degree or equivalent experience
- Sales & Channel experience
- Strategic relationship success across multiple locations
- Outstanding interpersonal skills – written, oral and facilitation
- Experience in technology sales leadership and partner led business models in SaaS company
- Direct knowledge and experience in business transformation through Cloud Services
- Sharp business acumen with insights of the industry and competitive landscape and offerings
- Proven leadership and impact and influence skills, along with the ability to mentor others
- Ability to collaborate across virtual teams, leverage best practices and deliver results
Partner Account Manager
Everyone is welcome at Citrix. We prioritize diversity, equity, inclusion, and a culture of belonging, and celebrate bringing our courageous, authentic selves to work. We believe this way of working helps us innovate, and it’s just one of the reasons why our employees continuously recognize Citrix as a great place to work.
Citrix helps make work more sustainable to benefit the planet, our business, and our communities. For more than 30 years, we have empowered individuals and organizations to work remotely or work from anywhere, reducing commuting emissions and energy consumption in the process.
We are the #1 leader in Virtual Client Computing (VCC) and #2 in the Application Delivery Controller (ADC) space, and we have key partnerships with top cloud providers. We’ll give you the tools, learning opportunities, mentorship, and flexibility to achieve your goals. Come see why you belong at Citrix, with our culture supporting purposeful innovation and growth from within.
We offer a competitive total rewards package* that includes:
- 18 weeks of paid parental leave
- Health and wellness benefits
- Employee assistance program
- Retirement benefits
- Time off and absence programs
- Professional development and mentorship opportunities
- Paid volunteer time and charitable matching of employee donations
- Employee resource groups
- And more!
**Please note that benefits may vary based on location.
Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications.
Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at https://www.citrix.com/about/legal/privacy/citrix-recruitment-privacy-notice.html
Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at ASKHR@citrix.com for assistance.
By applying, you are giving Citrix consent to be considered for future openings of other roles of similar qualifications
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