We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device.
Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device : YOU!
What we're looking for :
As a Senior Territory Partner Account Manager, you will handle our strategic Distribution and Partners across Russia & CIS Region, and lead the strategic development project focused on Cloud Marketplaces.
You will develop channel sales strategies to expand Citrix's footprint in the market, working closely with the regional sales leader and the field sales team.
This role requires business-level Russian and English language proficiency.
Position summary :
Develop the Cloud Marketplaces project for our TOP EMEA Distributors.
Establish the go to market strategy with channel ecosystem in the given specific GEO in line with EMEA imperatives and Area Channel and Regional Sales Managers directives.
Drive partner success by leading, developing and growing a set of strategic partners to drive revenue for Citrix across a specific GEO.
Includes national, large resellers, distributors, systems integrators, managed services providers.
Provide support, leadership and direction on partners to Sales teams who will engage with relationships at their regional locations.
Develop strong C-level relationships with managed partners at the HQ level to drive dedication to Citrix products and solutions.
Grow net new partner revenue through joint business, pipeline and forecast planning and execution.
Collaborate closely with Citrix sales teams and leadership on partner business opportunities and critical issues.
Influence Cross-Functional team of specialists to drive enablement and marketing activities for partner training and marketing execution activities Channel Architects, Channel Programs, Channel Marketing.
Establish and build executive relationship and alignment with the Partner corporate and HQ team.
Ensure customer happiness by coordinating Citrix and Partner resources throughout sales cycle.
Grow contribution of Citrix partners, enhancing capabilities required to sell entire Citrix portfolio.
What you’ll be doing :
Develops and manages critical, large, complex, highly visible, and strategic partner accounts.
Develop strategic plan for partner relationships to drive pipeline and exceed net new partner-sourced quota (including Sales VPs, Channel Leadership and Marketing)
Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs
Organize partnership business planning and execution (including marketing, sales skills development, product, services and customer territory planning) to achieve set objectives
Increase partners Citrix sales & delivery workforce through sales, presales & technical certifications
Orchestrate resources to support partner and help strengthen relationships with Citrix including : ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support;
organizing training; ensuring participation in marketing and partner strategy programs
Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.)
Assess and provide insight into named partners’ business and technical service capability, financial results, and investment in selling Citrix products and services
Drive development of partner services offerings to support Citrix & increase profitability
Representation and presentations at partner events in territory
Responsible for the activities and productivity of Funded Heads
Role responsibilities :
Strong ability to build and influence relationships with partners as well as internal area managers, field sales, SEs, inside sales and marketing teams
Planning and financial skills including business planning and knowledge of the partner ecosystem including pipeline management and forecasting
Understanding of partner economics, business models and motivations for customer success
Ability to communicate value proposition in terms of understanding of both partners’ and customers’ business needs
Ability to engage, excite, influence and coordinate both partners and Citrix functions even though they are not under his / her direct control
Outstanding communication skills written, oral and facilitation
Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely execution / follow-up
Prospecting and sales skills assist partners drive new opportunities
Ability to problem solve balancing both strategic and immediate needs
Be a key contributor and leader with Citrix sales team and region
Demonstrated track record of recruiting, training, coaching, motivating and retaining a successful group of partners
Strong understanding and proficiency with Citrix internal processes and tools as well as working level understanding of product, licensing and partner programs
Basic requirements :
Bachelor’s degree or equivalent experience, MBA appreciated
Strong eye for business and comfort with presenting to, and establishing relationships with, senior-level executives in enterprise-level companies
Shown experience either as a country / regional Channel Manager, or top strategic partner relationship manager role in a high-tech environment in an indirect sale and with success in driving regional channel strategy and partner and customer adoption of technology
Extensive experience in managing channel at regional level
Languages : English and Russian
What you’re looking for :
Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It’s a simple philosophy that guides everything we do including how we work.
If you’re in sales, we’ll help you make your numbers and a difference with a brand you can believe in. We want employees to do what they do best, every day.
Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.
Functional Area :
Partner Account Manager