Strategic Partner Account Manager at Citrix

What we're looking for:

As a Senior Territory Partner Account Manager, you will handle our strategic Distribution and Partners across Sub-Saharan Africa 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.

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 recruiting, 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:

• Assess market coverage and recruit/grow partners, in alignment with sales initiatives and market potential
• Develop and manage 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 partners and help strengthen relationships with Citrix including: ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support; organize trainings; ensure 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
• Represent Citrix and present at partner events in territory
• Be 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 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