Principal Account Technical Strategist
About This Team:
As a business unit of Cloud Software Group, Citrix enables our customers to evolve, compete and succeed by leveraging our technologies for secure-accessing the applications.
The Principal Account Technical Strategist (ATS) is responsible for strategic technical engagement with our customer’s business and IT decision-makers. Leading the end-to-end customer journey, as a trusted advisor, the Principal ATS will develop a technology roadmap to achieve customer's business and IT goals, identify opportunities that increase value creation, provide technical expertise that informs and impacts sales execution, develop value propositions essential to increased customer consumption and adoption, and utilizing a superior customer focus to facilitate ongoing partnership and customer retention. As a Principal ATS you will seek to forge new & innovative 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, typically at senior levels across the customer’s organization
Fully integrate with customers, maintaining essential relationships across all levels through regular and consistent communication
Possess a comprehensive understanding of customers’ highly dynamic and constantly changing environments and create strategic plans that align with customers' future goals
Provide technical thought leadership and articulate industry trends and insights, serving as a trusted technology advisor both internally and externally
Orchestrate technical engagement and resources to ensure customer needs are met, navigating a landscape filled with various technologies and compatibility factors
Overcome technical and competitive objections, accelerating the technical evaluation component of the sales cycle
Assess the potential application of products to meet customers’ business needs and demonstrate the value of solutions provided, ensuring high customer satisfaction and minimizing churn
Conduct product demonstrations and technical presentations remotely or at customer locations, driving adoption and consumption in collaboration with Customer Success and internal stakeholders
Engage in continuous discovery, bringing in resources such as SAs, PSEs, and PMs for demonstrations and discussions on new features, and adjust strategies as needs and goals change
Build complex, multi-product proof of concept solutions for customer evaluations as part of a sales engagement process
Manage various customer concerns, from licensing to wide-scale product needs, and coordinate with internal senior leaders and SMEs to ensure seamless service and resolution
Conduct regular case reviews, anticipate issues before they arise, and consistently engage with customers to ensure their environments are running optimally
Keep thorough records of all customer interactions, current use cases, potential future use cases, overall technical strategy, and any projects in Salesforce, ensuring preparedness for internal reviews and updates to leadership
Serve as an external spokesperson and evangelist for the company’s vision and associated technologies
Present and communicate effectively at an executive level to multiple customers and prospects
Own or collaborate on initiatives impacting their immediate sales area, such as go-to-market strategies, and positively influence sales opportunities beyond their own assigned account set
Maintain a solid understanding of competitive technologies and how to position to “win”
An experienced leader on the team, responsible for creating and sharing innovative use cases and go-to-market strategies, continuously adapting to and capitalizing on changes in the tech industry
Capable of mentoring and leading other ATS professionals, fostering a culture of collaboration, innovation, and continuous improvement
Strong ability to work across different departments (e.g., sales, product development, marketing) to align efforts and drive strategic initiatives
Quickly adapts to changes in the technology landscape, using them as opportunities to create new business value for customers
Possesses deep understanding of the industries in which their customers operate, including key trends, challenges, and regulatory environments
Takes ownership of outcomes, holding themselves and others accountable for delivering on commitments and achieving strategic goals
Proven track record of driving significant revenue through strategic upselling, cross-selling, and new business development
Expertise in aligning technology solutions with the customer's broader business strategy, ensuring that technology investments drive tangible business outcomes
Broad understanding of the following:
DaaS / VDI
Applications
Enterprise Browser
Enterprise Mobility Management
Networking
Enterprise Security
Data Management
Data Analytics
Qualifications (knowledge, skills, abilities)
Strong understanding of business processes and their implementation into enterprise applications
Analytical and negotiation skills, particularly at the C-level
Ability to quickly grasp and distinctly explain technological and business concepts
Ability to evaluate and develop the existing teams and reshape them as necessary while mentoring and inspiring the team
Prioritizes and manages many diverse tasks, objectives, and risks
Excellent oral and written communications skills, as well as excellent presentation skills
Possesses a high level of specialized sales and product solution knowledge
Requirements (Education, Certification, Training, and Experience)
Bachelor’s degree or equivalent experience required
7+ years of technical customer service experience in high-tech, indirect sales, and/or procurement environments with a record of success in driving customer adoption of technology
TOIEC score of 750 or higher, or equivalent in English language capabilities
Fluent in Japanese and English in terms of regular conversation/communication internally and with customers
The following certifications are beneficial but not required:
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
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.
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