Principal Account Technology Strategist

1 month ago

Canberra, Australia Cloud Software Group Full time

More than 100 million users around the globe rely on Cloud Software Group (CSG) to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed and sovereign cloud environments. We enable our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight and collaboration.

The Principal Account Technology Strategist (ATS) is a leader and trusted advisor, guiding the end to end customer journey and is responsible for strategic technical engagement with our customers’ business and IT decision makers. As a pivotal role in ensuring both Citrix and our customers' success, the ATS will develop a multi-year technology strategy and roadmap to achieve their customers' business and IT goals, identify opportunities to support and prove value, as well as providing necessary technical expertise to support the customer throughout their journey. A successful ATS will develop value propositions aligned with our key technical plays which are essential to increased customer adoption and customer retention.

**Primary Duties/Responsibilities**
- Accountable for the development and execution of multi year technical strategy and roadmap focused on consumption of entitlement and growth of the Citrix technology platform within an assigned named account segment.
- Develop strategic partnerships and build trusted relationships with customers, technical stakeholders and decision makers
- Provide technical thought leadership and insights of Citrix products, industry trends and their relevance to our customers
- Understand your assigned accounts current use cases, challenges and opportunities and the value the Citrix platform brings to their business
- Consistently contributes to the broader team’s technical mindshare
- Serve as an external spokesperson and evangelist for Citrix vision and associated technologies.
- Assist with overcoming technical and competitive objections and accelerates the technical evaluation component of the sales cycle by
- Maintaining solid understanding of competitive technologies and how to position to “win”
- Conducting product demonstrations and technical presentations remotely or at customer locations\Citrix facilities.
- Build complex, multi-product proof of concept solutions for customer evaluations
- Accountable for driving the adoption and consumption of Citrix products and environment stability:

- Formalize and deliver a strategic customer technology roadmap that identifies customers’ needs and requirements that can be translated into actionable opportunity proposals, operational requirements, high-level designs, and customer success plans
- Be the primary contact for all the customer stability activity including escalation management, proactive communication, and general supportability insight such as delivering trend analysis, root cause analysis, scheduled support planning.
- Maintain and conduct customer cadences: Discovery Workshops, Technical Strategy Review, Value Briefings, and Environment reviews.
- Working in collaboration with internal and cross functional teams:

- Provide regular and efficient updates on assigned accounts to sales, product, and leadership teams
- Responsible for engaging and leveraging the wider team where appropriate to help manage and deliver the best customer outcomes.

**Experience/Skills**
- Understanding of Citrix’s competitive domain and technologies.
- Broad understanding of the following:

- DaaS / VDI
- Applications
- Enterprise Browser
- Enterprise Mobility Management
- Networking
- Enterprise Security
- Data Management and Analytics
- Analytical and negotiation skills, particularly at the C-level
- Ability to work independently and in a strong team environment, and to deliver on detail as well as strategy
- Excellent oral and written communications skills, as well as excellent presentation skills

**Requirements (Education, Certification, Training, and Experience)**
- Bachelor’s degree or equivalent experience required
- 10+ years of Sales Engineering experience in high-tech, indirect sales, and procurement environments with a record of success in driving customer adoption of technology
- 7+ years of experience in SaaS or PaaS
- Ability to travel within assigned territory
- Ability to work in and successfully navigate complex and matrixed organizations
- The following certifications are beneficial but not required
- Citrix Certified Expert Virtualization (CCE-V), Citrix Certified Professional - Virtualization, Citrix Virtual Apps and Desktops Service on Citrix Cloud Certified (CC-VAD-CC), Citrix Virtual Apps and Desktops Service Integration with Microsoft Azure Certified (CC-VAD-MA) or Virtual Apps and Desktops Service Integration with Amazon Web Services Certified (CC-VAD-AWS)
- Microsoft Certified Azure Administrator, or Azure Solutions Architect
- AWS Certified Cloud Practitioner
- Google Associate Cloud Engineer
- Updated Security C

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