Principal Partner Account Manager

Job Description

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 were looking for:Position Summary

• This Postiion will be reporting into the Director of Partners & Alliances in India Subcontinent.
• This position will managed Channel business in the South region which consists of
• Karnataka, Kerala, Tamil Nadu, Andhra Pradesh, Telangana, Sri Lanka and Maldives.
• The position will work very closely with the Regional Sales team and the Regional Leadership team towards achieving the Regional Channel Objectives and the Regional Sales objectives.
• This position will be responsible for the Regional Partner Business in South Region. This includes managing all facets of Channels like: Citrix Managed Partners, Distributor Managed Partners (through Distributors), Large System Integrators in the Region and Running business with large Alliance Partners like MS, GCP and Cisco in the region. The core function being .
  • Manage, develop and grow the regional partners to drive revenue for Citrix in the region.
  • Maximize partner net new opportunity and revenue generation by managing all activities associated with pipeline management, portfolio planning, sales coaching, and forecasting.
  • Develop partners and strengthen relationships to drive commitment to Citrix products and solutions.
  • Collaborate and Leverage internal team of specialists and marketing to drive enablement and marketing activities for partners.
  • Leverage Market Development Fund and COOP funds effectively to drive visibility, pipeline and hence revenue for the partner and for Citrix.
  • Grow net new account revenue through partners by creating and executing joint business, pipeline and forecast planning.
  • Ensure customer satisfaction by coordinating Citrix and Partner resources throughout sales cycle.
  • Grow contribution of Citrix partners, enhancing capabilities required to sell, implement and maintain entire Citrix portfolio.
  • Maximize utilization of marketing funds and ensure best ROI on Partner lead activities.
  • Leverage Distributors in the region to drive business through unmanaged partners in the region.

Primary Duties / Responsibilities

• Demonstrates greater breadth of control and management across all facets of Partners.
• Drive incremental pipeline & revenue from Non Named accounts through Partners in the region and exhibit abilities to get the partner eco-system to drive value in opportunities in Citrix home accounts.
• As primary relationship owner with the partner, set activity targets including revenue and competency; and maintain relationships with sales, marketing and senior business contacts within the partner organization.
• Develop strategic business plans with partner relationships to drive pipeline and exceed net new account sourced quota.
• Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs with Citrix managed partners and Distributors in the region.
• 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. Build Capacity and Capability matrix for the Partners and for the Market from a perspective of adding / depleting the number of Citrix Managed Partners.
• 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.).
• Participate in territory / regional leadership meetings representing partner sales. Drive Enterprise and Commercial partner strategy reviews in the region.
• Monitor 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.

Qualifications (Knowledge, Skills, Abilities)

• Strong ability to build and leverage 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 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.
• Strong ability in problem solve and balancing both strategic and immediate needs Demonstrated track record of recruiting, training, coaching, motivating and retaining a successful group of partners.
• Strong creative skills in building / creating and executing partner programs to drive incremental growth revenues.
• Good understanding technology and economic situation and their impact on the market to help direct / influence partners in the right direction.
• Significant Channel and/or Citrix experience and knowledge.

Requirements (Education, Certification, Training, and Experience)

• Bachelor s degree or equivalent experience.
• 8-10 years prior experience in a high-tech field in indirect sales environment with a demonstrated track record of success in driving customer and partner adoption of technology.

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 About us:Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we re all about. The Perks: We offer competitive compensation and a comprehensive benefits package. You ll enjoy our workstyle within an incredible culture. We ll give you all the tools you need to succeed so you can grow and develop with us.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.htmlCitrix 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 ASKHRcitrix.com for assistance.If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.,

Keyskills :
salesaccount managementbusiness developmentmarketingaccountsrecord of successequal employment opportunityfield salesinside salessales planningregional sales