Senior Partner Account Manager
vor 21 Stunden
Citrix builds the secure digital workspace technology that frees 400,000 customers to do their very best work from anywhere. By joining our award-winning workplace, you’ll be included in the globally diverse, collaborative team that values work-life balance. Come see why Fortune named us one of the 100 Best Companies to Work For®. Let’s innovate and grow together
**What we're looking for**:
You are a Senior Partner Account Manager (PAM) who will manage, develop and grow the channel ecosystem to drive revenue for Citrix as well as to maximize partner net new opportunity and revenue generation by managing all activities associated with pipeline management, portfolio planning, sales coaching, and forecasting.
**What you will be doing**:
- Develop partners and strengthen relationships to drive commitment to Citrix products and solutions.
- Leverage territory team of specialists to drive enablement and marketing activities for partner training and marketing execution activities.
- Leverage MDF and COOP funds effectively leveraging Citrix Marketing assets.
- Grow net new partner revenue through joint business, pipeline and forecast planning and execution.
- Ensure customer satisfaction by coordinating Citrix and Partner resources throughout sales cycle.
- Grow contribution of Citrix partners, enhancing capabilities required to sell entire Citrix portfolio.
- Maximize utilization of Marketing funds and ensure best ROI on Partner lead activities.
**Role Responsibilities**:
- Someone who demonstrates greater breadth of control and management and drives deeper coverage and relationship with assigned partners.
- As primary relationship owner with the partner, set activity targets including revenue and competency; and maintain relationships with sales, marketing and senior business contacts
- Develop strategic plan for partner relationships to drive pipeline and exceed net new partner sourced quota.
- 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.)
- Participate in territory leadership meetings representing partner sales. Drive CAM and ERM partner strategy reviews.
- Monitor and provide insight into distributors and focus 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
- Ability to work independently and remotely with virtual teams and management
- 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 your direct control
- 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 to problem solve a diverse scope of balancing both strategic and immediate needs
- Leads cooperative efforts for Citrix sales teams and regions
- 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
- Significant Channel and/or Citrix experience and knowledge
**Basic Qualifications**:
- This position typically requires a Bachelor’s degree or equivalent experience.
- Experience in international business.
- Extensive prior territory sales experience in a high tech field in a direct or indirect sales environment with a demonstrated track record of success in driving customer and partner adoption of technology
- Outstanding communi
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