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Senior PAM, CSP Enterprise Sales

Company: Citrix Systems
Location: Tallahassee
Posted on: September 13, 2019

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 we're looking for:


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. We're partnering with our customers to shape how the future works. It s how we keep people, organizations, and things connected anywhere, any time, on any device.

Who you are:
You are a natural people person with excellent communications skills and thrive in meeting face to face with clients and present them with solutions that make their business run better. You have 5+ years of channel/partner sales experience within a high tech channel sales environment, ideally software channel sales, with a demonstrated success in partner management with notable accomplishments; You have a track record of success in a consultative sales environment, understands customer and/or partner industry dynamics and quickly learns their specific strategies, priorities and challenges. You start with the customer/partner point of view and fit the Citrix solution/advantage into that picture. You re aligned with partners in your current role, and can leverage Partners/SI (system integrators) & strengthen existing partner /SI relationships by creating a productive cadence of interaction with them around current and future sales opportunities.

What you re looking for

The Partner Account Manager(PAM) , CSP (Citrix Service Provider) Enterprise Sales is responsible for driving a targeted group of Enterprise Citrix Service Providers. The Citrix PAM, CSP is accountable for growing Citrix CSP recurring revenue and bookings for their named partners. The PAM is responsible for developing and executing business plans which specify and leverage channel marketing materials, field events, demand generation activities, feedback solicitation, as well as ensuring they are acting as an overall Citrix CSP evangelist.
Responsible for strengthening relationships between our enterprise partners and Citrix business units including but not limited to Field Sales, Inside Sales, Enterprise Sales, ISV, Channel Marketing, etc. managing to conclusion business issues that directly affect the ability to develop long-term relationships between Citrix and the Partners.

Key Responsibilities:
- Owns the strategic long-term goals for their defined CSP partner accounts and the strategy for relationship building with partners account managers. Develops new and innovative approaches and enhancements to managing and growing partner revenue and profitability, and where applicable, recruitment.
- Oversee development and execution of business plans which specify and leverage channel marketing materials, field events, demand generation activities, regular feedback solicitation.
- Collaborate with legal and management internal teams to define and implement the CSP contract process improvements including the CSP agreements and tech support agreements.
- Continuous collaboration with Channel Marketing organization to contribute to the creation of custom partner programs and the roll-out of custom partner program content.
- Understands methodologies, leverages best practices and sets frequency for training activities which articulate Citrix strategic direction, product and technology roadmaps, requisite sales skills, go-to-market planning, demand creation and monitor resellers progress towards adherence to program requirements.
- Provides peers and management with frequent and accurate reports and insight into the financial results and forecast of the Partners' investment in selling Citrix products and services

Qualifications (Knowledge, Skills, Abilities)
- Experience with Service Provider and Channel relationship building / partner management with notable accomplishments, preferably in the technology industry and with Resellers, Managed Service Providers, System Integrators, alliance, and other strategic partners
- High degree of motivation and professionalism with advanced organizational, project management, negotiation, change management, problem solving skills, process management, leadership, coaching, mentoring, resource management, and team building skills. Ability to influence vs. control others.
- In-depth expert product knowledge and a solid understanding of Citrix competitive domain and technologies. Ability to train sales management team.
- Able to empathize with, articulate and understand the business strategy from the channel partner business owner's perspective as well as Citrix's solution strategy, and teach CSP resources how to relay these concepts to their teams. Strong level of business acumen, in order to have "business discussions with business people".
- Knowledge of Microsoft Office Suite, CRM and opportunity management systems, preferably Salesforce.com.
- Ability to travel within assigned territory and other locations including Corporate HQ.

Requirements (Education, & Experience )
- Bachelor s Degree or related field or equivalent experience
- 5+ years of channel management experience preferably in the Information Technology industry.
- A demonstrated understanding of the Service Provider business model inclusive of launching finished Product to drive revenue and market share capture

*LI-PJ1

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.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.

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.

Keywords: Citrix Systems, Tallahassee , Senior PAM, CSP Enterprise Sales, Sales , Tallahassee, Florida

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