Principal Solutions Specialist

Sales & Technical Leadership

Own the technical sales strategy for SDS in your accounts/territory; partner with AEs on account plans, qualification, and opportunity strategies.
Run multi‑persona discovery (Developer, Platform/DevOps, Security, EUC) to map pains: VDI costs, WSL friction, compliance, tool sprawl, onboarding speed, data exfiltration risk.
Design solution architectures for secure remote development using SDS workspaces, policy‑as‑code templates, and Zero Trust access (SPA/NetScaler), aligned to DevSecOps controls.
Deliver tailored demos, workshops, and technical briefings that connect SDS features to measurable outcomes (time‑to‑first‑commit, build times, PoC cycle time, VDI cost reduction, DLP posture).
Create and present value narratives and executive‑level business cases (TCO/ROI), including comparisons vs. status quo (VDI/AVD/DevBox) and alternatives (e.g., Codespaces, Gitpod, Coder).

Cross‑Team Collaboration

Co‑orchestrate PoCs/trials with Customer Success and Engineering; define success criteria, test plans, and exit criteria; track risks and mitigation; ensure rapid time‑to‑value.
Feed market and competitive insights back to Product/PMM; help evolve playbooks, reference architectures, and security guidance (DevSecOps alignment, SBOM/SCA/credential management).
Partner with Citrix portfolio teams (NetScaler, SPA, DaaS) and strategic partners (clouds/IDP/Dev tools) to deliver integrated architectures and joint wins.
Contribute to enablement (internal and partner): build repeatable assets—demo scripts, discovery guides, calculators, and objection‑handling content.

Customer Success

Translate security and compliance requirements (Zero Trust, DLP, data residency, regulated workloads) into SDS configurations and deployment patterns.
Guide customers through operating model choices (vendor‑managed in customer cloud vs. self‑managed), networking patterns, SSO/IdP integration (OIDC/SAML), and governance.
Lead the technical close plan: architecture validation, success story packaging, references, and handoff to delivery/customer success with a documented plan.

Qualifications

12+ years (8 years with a Master degree) in technical sales/pre‑sales (Sales Engineer/Architect/ATS) for platforms or security/Dev tools; proven record influencing complex enterprise deals
Practical understanding of CDEs and developer workflows: Git (GitHub/GitLab/Bitbucket), CI/CD, IDEs, containers, Kubernetes, and artifact registries.
Working knowledge of Zero Trust patterns (ZTA/SPA), SSO/IdP (OIDC/SAML), networking (ingress/proxy, L7), and security controls (DLP, least‑privilege, secrets).
Comfortable with DevSecOps concepts (SBOM/SCA, policy‑as‑code, supply‑chain risks) and mapping controls to developer experience without adding friction.
Excellent storytelling and whiteboarding skills; able to brief executives and go deep with architects; strong written communication (diagrams, proposals, RFP/RFI).
B.S. or M.Sc. in CS/EE or equivalent.

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.

NY generally ranges: $172,960-$259,440
CA generally ranges: $180,480-$270,720
All other locations fall under our General State range: $150,400-$225,600

Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.

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.

Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.

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.

Why You're a Fit

Job Description