Principal Account Technology Strategist
TIBCO (Cloud Software Group) · Bangalore, India - Home Office · workday
Why You're a Fit
Job Description
IC5 - Principal Account Technical Strategist
Cloud Software Group combines the capabilities of both Citrix and TIBCO, creating one of the world’s largest cloud software providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud solutions to get work done – from anywhere. Members of our team will tell you that we value diverse lived experiences, varied perspectives, and having the courage to take risks. Our teams are encouraged to learn, dream, and build the future of work. We are on the brink of another Cambrian leap - a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Job Description
The Principal Account Technology Strategist (ATS) is responsible for identifying and matching technologies with a customer’s business issues and objectives, driving innovation and wide-scale adoption. With extensive experience in field technology sales, applies professional principles and aligns with company goals to address complex challenges both creatively and efficiently. Assist in developing business value propositions around Citrix products and solutions. Drives sales with technical expertise, account management skills, sales ability, and a superior customer focus. Participates as part of a sales team to achieve or exceed revenue targets.
Duties and Responsibilities
- As a seasoned Technology professional with field experience supporting Go-To-Market efforts, the ATS provides technical expertise throughout the entire customer lifecycle on Citrix Platform or any connected product/solution that is vital to deliver full value.
- As part of the Customer Success team, the ATS is responsible for assessing the potential application of Citrix products to meet customers’ business needs.
- Articulates industry trends and insights.
- They have trusted advisor status and are known as a customer advocate.
- They have a strong knowledge of our well-known use cases where applicable.
- Conduct product demonstrations and technical presentations remotely or at customer locations\Citrix facilities.
- Capable of coordinating and aligning cross-functional resources to ensure customer needs are met.
- Has the ability to build complex, multi-product proof of concept solutions for customer evaluations as part of a sales engagement process.
- Assists with overcoming technical and competitive objections and accelerates the technical evaluation component of the sales cycle.
- The ATS should create formal networks with key decision-makers in assigned accounts and develop extended relationships beyond our current contacts.
- They should serve as an external spokesperson and evangelist for Citrix’s vision and associated technologies.
- Provide regular and efficient updates on assigned accounts to Sales & Sales Engineering management.
- Consistently contributes to the broader team’s technical mindshare
- Seen as a sales professional that can function as a sales representative as needed.
- Ability to present\communicate at an executive level to multiple customers\prospects
- Owns initiatives impacting their immediate sales area. Example: go-to-market strategies.
- Positively influences sales opportunities beyond their own assigned account set.
- Citrix Technology Proficiency and Competitive Positioning - The individual demonstrates a high level of proficiency in Citrix Technologies, with a solid understanding of the key platforms such as Desktop as a Service (DaaS), Zero Trust Network Access (ZTNA), Application Delivery Controller (ADC), and Enterprise Browser solutions. This expertise includes knowledge of competing products, allowing for effective comparison and strategic positioning. The individual can communicate Citrix Technologies’ unique value, showcasing their strengths to secure a competitive edge and meet customer needs.
Required Experience/Skills
- They must have a solid understanding of Citrix's competitive domain and technologies.
- Ability to diffuse complicated technical and political situations with partners and customers.
- Must be flexible, dependable, and capable of quickly learning new products and technologies.
- The individual should have demonstrated a broad understanding of one of the following areas of focus – DaaS, Application / Server Virtualization, Enterprise Browser, Enterprise Mobility Management, Networking
- Exhibits a positive attitude, represents Citrix to business partners as well as customers in the best possible fashion, and fosters interest in our offerings
- Prioritizes and manages many diverse tasks
- Completes paperwork and uses internal Citrix account management applications in a timely fashion (expenses, CRM entries, feedback questionnaires)
- Excellent oral and written communications skills, as well as excellent presentation skills
- Strong work ethic, attitude, and follow-through ability
- Possesses a high level of specialized sales and product solution knowledge
- 12+ years of Sales Engineering, Consulting, or Customer Success experience in high-tech, indirect sales, and procurement environments with a record of success in driving customer adoption of technology
- Ability to travel within assigned territory
Nice-to-Haves
- 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 Certifications
Education
Must possess a Bachelor’s degree or equivalent experience.
About Us:
Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.