Partner Account Manager

Job Description

Position SummaryManage, develop and grow a set of few assigned large regional partners to drive revenue for Citrix in the region. Maximise 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. Maximise utilisation of marketing funds and ensure best ROI on Partner lead activities.Primary Duties / ResponsibilitiesDemonstrates greater breadth of control and management. Drive incremental pipeline from Net New accounts and exhibit abilities to get the partnereco-system to drive value in opportunities in Citrix home accounts. As primary relationship owner with the partner, set activity targets including revenue andcompetency; and maintain relationships with sales, marketing and senior business contactswithin the partner organization. Develop strategic plan with partner relationships to drive pipeline and exceed net newaccount sourced quota. Conduct regular pipeline management, portfolio planning, sales coaching, forecasting andQBRs with managed partners. Organise partnership business planning and execution (including marketing, sales skillsdevelopment, product, services and customer territory planning) to achieve set objectives. Increase partners Citrix sales & delivery workforce through sales, pre sales & technicalcertifications. Build Capacity and Capability matrix for the Partners and for the Market froma perspective of adding / depleting the number of Citrix Managed Partners. Orchestrate resources to support partner and help strengthen relationships with Citrixincluding: 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 leadership meetings representing partner sales. Drive Enterprise andCommercial 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 andcustomers business needs. Ability to engage, excite, influence and coordinate both partners and Citrix functions eventhough 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 asuccessful group of partners. Strong creative skills in building / creating and executing partner programs to driveincremental growth revenues. Good understanding technology and economic situation andtheir 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)Bachelors degree or equivalent experience. 8-10 years prior experience in a high-tech field in indirect sales environment with ademonstrated track record of success in driving customer and partner adoption of technology.

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