Cloud Software Group

Sales Operations Manager

• Analyze and structure complex sales transactions according to company policies and customer needs
• Evaluate deal profitability, risk, and compliance
• Oversee other analysts and support training and process improvement within the deal desk
• Guide and support sales teams on deal structuring, pricing, and approvals
• Collaborate with sales, finance, legal, sales operations, and other departments
• Coordinate approvals and resolve cross-functional issues
• Streamline deal desk processes and workflows to improve efficiency and reduce sales cycle times
• Identify and implement deal-management best practices
• Analyze deal data and create reports on deal pipeline and performance
• Ensure deals comply with company policies, legal requirements, and revenue recognition standards
• Identify and mitigate potential deal risks
• Quickly identify root causes of issues involving processes, policies, systems, and data, and engage functional owners to resolve them
• Collect data to standardize deal formation
• Identify opportunities to automate deal-desk elements and improve operational execution

Lead Sales Operations Analyst

Chief Technology Officer

• Develop strategic partnerships and trusted relationships with customers, technical stakeholders, and decision-makers
• Integrate with customers and maintain relationships across all organizational levels
• Understand customers’ changing environments and create strategic plans aligned with future goals
• Provide technical thought leadership and articulate industry trends and insights
• Orchestrate technical engagement and resources to meet customer needs
• Overcome technical and competitive objections during the sales cycle
• Assess product applications, demonstrate solution value, and drive customer satisfaction and retention
• Conduct product demonstrations and technical presentations remotely or at customer locations
• Engage in continuous discovery with SAs, PSEs, PMs, and other resources
• Build complex, multi-product proof-of-concept solutions for customer evaluations
• Manage customer concerns and coordinate with senior leaders and subject-matter experts
• Conduct case reviews, anticipate issues, and ensure customer environments run optimally
• Maintain detailed customer interaction, use-case, technical strategy, and project records in Salesforce
• Serve as an external spokesperson and evangelist for the company’s vision and technologies
• Provide account updates to Sales and Sales Engineering management
• Present and communicate effectively at an executive level
• Own or collaborate on go-to-market and other sales-area initiatives
• Maintain knowledge of competitive technologies and positioning
• Share best practices and provide team thought leadership
• Create and share innovative use cases and go-to-market strategies
• Mentor and lead other ATS professionals
• Collaborate across sales, product development, and marketing
• Adapt technology strategies to changes in the technology landscape
• Apply industry knowledge, including trends, challenges, and regulatory environments
• Take ownership of outcomes and accountability for strategic goals
• Drive revenue through strategic upselling, cross-selling, and new business development
• Align technology solutions with customers’ business strategies and outcomes
• Assist with initiatives supporting go-to-market strategies and product development

Senior Account Technology Strategist – Financial & Insurance Vertical

Product Marketing

• Lead and execute the strategic partnership between Citrix and Microsoft
• Drive joint go-to-market strategy, customer expansion, marketplace adoption, product initiatives, executive engagement, marketing, and field alignment
• Serve as the primary liaison between Citrix and Microsoft
• Influence revenue growth, accelerate cloud adoption, enable Microsoft and Citrix sellers, and execute joint business plans
• Lead end-to-end alliance GTM strategy, execution, and operations
• Prioritize enterprise opportunities and drive revenue through Microsoft field engagement and joint sales motions
• Lead annual business planning, executive business reviews, quarterly business reviews, and monthly business reviews
• Develop and manage annual business plans, growth initiatives, and alliance objectives
• Align Citrix executives, product teams, sales leadership, marketing, and Microsoft stakeholders
• Own executive dashboards, scorecards, pipeline reviews, forecasting, performance reporting, stakeholder mapping, governance frameworks, and action tracking
• Develop, track, and report alliance KPIs, including revenue influence, Azure consumption, Marketplace performance, co-sell activity, customer adoption, migration outcomes, and executive engagement
• Deliver enablement programs, workshops, and GTM guidance for seller engagement
• Monitor partnership health, identify risks and growth opportunities, and provide recommendations
• Drive Azure Marketplace adoption and manage incentive programs, sponsorships, funding opportunities, and co-sell benefits
• Activate Microsoft field teams around Citrix priorities and strategic accounts
• Collaborate on assets, events, customer programs, customer references, success stories, analyst engagements, and executive communications
• Present at industry events, customer workshops, and alliance forums
• Support regional sales leadership meetings, pipeline management, dashboards, reporting, resource support, and field sales enablement
• Coordinate cross-functional stakeholders across sales, marketing, product, engineering, finance, and operations
• Prepare executive presentations, strategic updates, QBRs, EBRs, account reviews, business cases, win stories, and annual operating plans
• Align Microsoft and Citrix product roadmaps and drive integration, innovation, and joint solution development
• Advocate for customer and Microsoft requirements in product planning and track adoption metrics and usage telemetry

Global GTM Lead – Microsoft Alliance

General

• Drive the technical lifecycle of priority Citrix DaaS solutions from presentation through initial adoption
• Deliver high-impact product demonstrations
• Lead architectural sessions
• Manage Proof of Concepts (PoCs)
• Align solutions to customer priorities and build ROI-based business cases
• Establish deployment and adoption milestones
• Mitigate complex technical challenges during initial customer onboarding
• Own the end-to-end technical validation process
• Define success criteria and guide customers through PoC deployments
• Prove the performance and security advantages of the Citrix and Azure stack
• Provide training on Cloud & DaaS capabilities and the technical and business advantages of using Citrix to manage Azure and Windows 365 workloads
• Capture market trends, adoption blockers, and competitive intelligence from customers
• Communicate customer insights to Product Management to shape the Citrix DaaS roadmap
• Maintain accurate customer detail plans and progress updates in core CRM

Lead Solution Specialist, Cloud – DaaS

Sales

• Serve as a subject-matter expert and overlay sales resource alongside the core account team
• Drive strategic technology opportunities and influence customer decision-making
• Support end-to-end sales cycles with solution and deal construct expertise
• Partner with account executives, account technology strategists, partners, and product teams to accelerate revenue growth and expand market share
• Act as the primary subject-matter expert for Citrix Cloud SaaS solutions across the sales cycle
• Identify, qualify, and close opportunities with core account teams
• Deliver Flex solution presentations, demos, and business value discussions
• Support deal strategy, competitive positioning, and solution design
• Build persona scenarios, provide pricing guidance, and drive organizational decision-making
• Build and execute territory and account plans
• Identify Citrix Flex opportunities and drive pipeline creation through targeted tech plays and customer engagements
• Engage customer executives, business leaders, and technical stakeholders to map solutions to business outcomes
• Enable sales motions with global system integrators and core account teams
• Coordinate with Flex technology specialists to promote sales opportunities
• Maintain expertise in solution capabilities, competitive landscape, and industry trends
• Guide customers through solution architecture considerations with global system integrators

Principal Sales Specialist

Strategist

• Own end-to-end technical strategy for a portfolio of complex North America Government federal accounts
• Translate Department of War/DoD and agency mission priorities into multi-year Citrix technology roadmaps
• Establish executive-level trusted-advisor relationships and governance across customer and partner ecosystems
• Diagnose current-state architecture, constraints, and risks across classified and unclassified environments
• Develop target-state architectures and decision frameworks
• Codify reference architectures, security baselines, playbooks, and customer-ready narratives
• Represent Citrix as a senior technical spokesperson with customer executives, industry forums, and strategic partners
• Lead technical strategy for complex evaluations and competitive displacement
• Define technical win strategies and executive messaging
• Deliver executive-ready architecture briefings, technical reviews, and product demonstrations
• Design and govern multi-product proofs of value with success criteria, test plans, and transition-to-production paths
• Design and build proof-of-concept solutions for customer evaluations
• Author and maintain executive-aligned technical roadmaps and customer success plans
• Lead major incidents and escalations, including communications, trend analysis, root-cause reviews, and risk recommendations
• Establish and run architecture boards, technical strategy reviews, value briefings, discovery workshops, and environment reviews
• Orchestrate execution across sales, product, engineering, support, partners, and leadership
• Provide decision-oriented updates and risk/issue briefs to internal leadership
• Lead virtual teams and drive improvements to repeatable processes and standards
• Provide regular updates on assigned accounts to sales, product, and leadership teams
• Serve as primary contact for customer stability activity, escalation management, proactive communication, and supportability planning

Senior Account Technical Strategist, U.S. Public Sector

• Own end-to-end technical strategy for a portfolio of complex North America Government federal accounts
• Translate Department of War and agency mission priorities into multi-year Citrix technology roadmaps
• Establish executive-level trusted-advisor relationships and governance across customer and partner ecosystems
• Diagnose current-state architectures, constraints, and risks across classified and unclassified environments
• Develop target-state architectures and decision frameworks
• Codify reference architectures, security baselines, playbooks, and customer-ready narratives
• Represent Citrix as a senior technical spokesperson with customer executives, industry forums, and strategic partners
• Lead technical strategy for complex evaluations and competitive displacement
• Define win strategies and advise account teams on positioning and executive messaging
• Deliver executive-ready architecture briefings, technical reviews, and product demonstrations remotely and on-site
• Design and govern complex, multi-product proofs of value with success criteria, test plans, and production transition paths
• Author and maintain executive-aligned technical roadmaps, opportunity proposals, high-level designs, and customer success plans
• Lead major incidents and escalations, including stakeholder communications, trend analysis, root-cause reviews, and risk recommendations
• Establish and run senior-level customer cadences, including architecture boards, technical strategy reviews, value briefings, and environment reviews
• Orchestrate cross-functional execution across sales, product, engineering, support, partners, and leadership
• Provide decision-oriented updates and risk/issue briefs for internal leadership
• Lead virtual teams and drive improvements to repeatable processes and standards
• Provide regular updates on assigned accounts to sales, product, and leadership teams
• Serve as the primary contact for customer stability activity, escalation management, proactive communication, and supportability insight