Lead Account Technical Strategist

About Account Technical Strategist

The Account Technical 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. A pivotal role in ensuring both Cloud Software Group\’s and our customers\’ success, the ATS will develop a technology roadmap to achieve their customers\’ business and IT goals, identify opportunities to support value creation, and provide technical expertise to support sales execution. The ATS will seek to forge new & innovative workspace technology solutions that can be implemented and adopted to solve complex business problems for some of the largest organizations in the world.

Primary Duties & Responsibilities

• Develop strategic partnerships and build trusted relationships with customers, technical stakeholders, and decision makers.

• Provide technical thought leadership and insights of Citrix products, workspace industry trends, and their relevance to our customers.

  • Understand your assigned accounts current use cases, pain-points and opportunities and the value the solution brings to their business.

  • Develop sustainable long-term customer growth strategies.

  • Consistently contribute to the broader team’s technical mindshare.

  • Serve as an external spokesperson and evangelist for CSG’s 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 demonstrations and technical presentations with focus on Citrix products, remotely or at customer locations/CSG facilities.

  • Supporting complex, multi-product proof of concept solutions for customer evaluations.

• Accountable for driving the adoption and consumption of CSG products by working with internal stakeholders.

  • 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.

  • Provide regular and efficient updates on assigned accounts to Sales & ATS management.

  • Orchestrate and coordinate the wider technical teams where appropriate to control and deliver the best customer outcomes.

Experience & Skills

• Strong understanding of business processes and their implementation into enterprise applications.

• Excellent strategic thinking talents required, to lead and drive long-term customer journeys.

• Strong project management skills, to ensure structured collaboration across a virtual team.

• Possesses a high level of specialized sales and product solution knowledge.

• Profound understanding of Citrix’s technologies and competitive domains. Comprehensive expertise of the following solutions is required:

  • DaaS / VDI

  • Applications Delivery (traditional / web / SaaS)

  • Hybrid-Multi-Cloud workload (hosting / delivery)

  • Enterprise Mobility Management

  • Enterprise Security

• Solid understanding of supporting technologies such as Microsoft Azure, Microsoft Azure Active Directory, Google Cloud Platform, AWS, and HCI solutions.

Role Requirements

• Bachelor’s degree or equivalent experience required.

• 5+ years of Sales Engineering or Consulting experience in high-tech / indirect sales with a record of success in driving workplace technology adoption in large enterprise customers.

• Ability to work in and successfully navigate complex and matrixed organizations.

• Excellent oral and written communications skills, as well as excellent presentation skills.

Physical Demands / Work Environment

• Ability to travel within assigned territory approximately 40% of the time.

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