Senior Manager, Public Sector, Strategic Partner Accounts

Bethesda, MD
Jun 20, 2017
Jun 21, 2017
Full Time
We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device: YOU! Location: Bethesda Requisition: R6666 Senior Manager, Public Sector, Strategic Partner Accounts (Open) Job Posting Title: Senior Manager, Public Sector, Strategic Partner Accounts Job Description: The Senior Manager, Citrix Public Sector Partner Accounts, is responsible for developing and managing a team of Strategic Public Sector PAMs who develop and manage Public Sector Partners. The scope of this relationship is across the entire United States. This experienced manager will be responsible for developing and setting individual, team and Partners. The Senior Manager is responsible for achieving public sector financial goals by developing and executing effective business plans. . The Public Sector Manager is a subject matter expert in the Public Sector marketplace and has a high level of understanding in Public Sector business, partner and contract develop. This professional keeps up with all trends affecting the Public Sector marketplace and ensure the team and partners are equipped to compete and accelerate the PS business. . Provide support, leadership and direction on National partner to PAMs who will own relationships at their regional locations. . Develop strong C-level relationships with managed partners at the HQ level to drive commitment to Citrix products and solutions. . Grow net new partner revenue through joint business, pipeline and forecast planning and execution. . Collaborate closely with Citrix sales teams and leadership on partner business opportunities and escalations. . Pipeline management & forecasting across PAMs of partner-led opportunities and net new partner-sourced business. . Leverage Cross-Functional team of specialists to drive enablement and marketing activities for partner training and marketing execution activities Channel Architects, Channel Programs, Channel Marketing. . Establish and build executive relationship and alignment with the Partner corporate and HQ team. . Ensure customer satisfaction by coordinating Citrix and Partner resources throughout sales cycle. . Grow contribution of Citrix partners, enhancing capabilities required to sell entire Citrix portfolio. . Develops and manages a group of Strategic Public Sector PAMs who develop and manage critical, large, complex, highly visible, and strategic partner accounts. . Co-ordinates across a set of Strategic PAMs managing various locations of strategic partner. . Develop strategic plan for partner relationships to drive pipeline and exceed net new partner-sourced quota (including Sales VPs, Channel Leadership and Marketing) . Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs . Organize partnership business planning and execution (including marketing, sales skills development, product, services and customer territory planning) to achieve set objectives . Increase partners Citrix sales & delivery workforce through sales, presales & technical certifications . Orchestrate resources to support partner and help strengthen relationships with Citrix including: ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support; organizing training; ensuring participation in marketing and partner strategy programs . Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.) . Monitor and provide insight into named partners business and technical service capability, financial results, and investment in selling Citrix products and services . Drive development of partner services offerings to support Citrix & increase profitability . Representation and presentations at partner events in territory . Understands localized technology marketplace and trends. . Strong level of financial acumen, in order to have business discussions with business people Strong communication, presentation, listening skills. . Ability to deliver difficult messages while emphasizing a positive, future-oriented perspective. Can adapt to changes in business direction, products, and needs both from a partner perspective and Citrix perspective. . Ability to influence vs. control others. . Successful track record of relationship / partner management with notable accomplishments in the Federal partner community. . Strong analytical and strategic thinking skills. . Good time management skills. Requirements (Education, Certification, Training, and Experience) . 4-year college degree or equivalent industry experience. . 3+ years of experience working in a channel sales role focused on the Federal sector. . 4+ years of experience in sales or channel marketing within the High Tech industry, with at least 3 years experience working with channel sales focused on the Federal sector. . Preferably owned/worked for alliance partner-type business in the Federal sector. . Federal specific vertical channel expert. . 50% travel required. . Location: Bethesda, MD LI-PJ1, Bethesda, Maryland Functional Area: Channel Manager (Channel Development Manager) About us: Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what were all about. The Perks: We offer competitive compensation and a comprehensive benefits package. Youll enjoy our workstyle within an incredible culture. Well give you all the tools you need to succeed so you can grow and develop with us.

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