Director EMEA System Integrators

Req ID: R32277

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Director EMEA System Integrators

  • London, United Kingdom
  • Full_time

Citrix builds the secure digital workspace technology that frees 400,000 customers to do their very best work from anywhere. By joining our award-winning workplace, you’ll be included in the globally diverse, collaborative team that values work-life balance. Come see why Fortune named us one of the 100 Best Companies to Work For®. Let’s innovate and grow together!

What we're looking for:

You are strong sales leader with the ability to think strategically on how to develop our ‘future channel ecosystem’ with our incumbent system integrators partners, and identify new partnerships or routes to market, especially focusing on global SIs but also our EMEA strategic SIs.

Position summary:

In this role, you lead a senior partner sales team to achieve partner success by leading, engaging, developing and growing a set of assigned strategic partners to drive revenue for Citrix across EMEA.

  • Develop strong C-level relationships with strategic partners.
  • Contribute strategic insights and direction to partnership business planning to achieve set objectives
  • Collaborate closely with Citrix sales teams and leadership on partner business opportunities and customer concerns.
  • Establish and build executive relationship and alignment with the Partner corporate and HQ team.
  • Responsible for ensuring sales and channel partner alignment and execution between Citrix and the strategic partners. The leader orchestrates the sales team in the field in order to drive a collaborative sales environment to meet sales targets using all go to market channels.
  • This role is responsible for maximizing market opportunity by working with new alliance partners to develop strategies and joint solution offerings to solve customer requirements
  • Owns partner transformation programs management and support for the areas

Primary Duties / Responsibilities:

  • Develop strategic planning for sales team to effectively build pipeline and develop joint offerings and development opportunities
  • Build our partner ecosystem to incorporate global SI partners that can provide sustainable growth in support of Citrix sales priorities
  • Manage a regular cadence approach to track the performance and predictable outcomes
  • Work closely with key colleagues both at Citrix and within partners
  • Coach and inspire sales team to maximize effectiveness and challenge current thinking
  • Represent EMEA partner senior leadership at partners and customers
  • Elevate the visibility of the team and the value that they can drive across internal partners
  • Be the EMEA Champion for engagement with SI Partners, and managing the executive sponsor program
  • Collaborate across areas and GEOs to ensure alignment against objectives within minimum conflict or complexity
  • Understand ‘business levers’ needed to create further momentum within strategic partners
  • Ensure budgets and schedules meet corporate requirements

Qualifications (knowledge, skills, abilities):

  • Experience from leading and executing channel transformation projects
  • Ability to build and influence executive relationships with strategic partners as well as internal Execs and VPs
  • Understanding of how to navigate and manage in a complex matrix environment
  • Planning and financial knowledge, deep analytics skills
  • Ability to identify and communicate value proposition in terms of understanding of both partners’ and customers’ business needs
  • Ability to engage, excite, influence and coordinate both partners and Citrix functions even though they are not under his/her direct control
  • Outstanding communication skills – written, oral and facilitation
  • Ability to problem solve – balancing both strategic and immediate needs
  • Be a key contributor and leader with Citrix sales team and region
  • Demonstrated track record of recruiting, training, coaching, motivating and retaining talent
  • Ability to work independently and willing to travel where needed across the GEO
  • Ability to deal with the ambiguity associated with working in a fast paced, rapidly changing and high growth environment
  • Strong understanding and proficiency with Citrix internal processes and tools as well as working level understanding of product, licensing and partner programs

Basic Qualifications:

  • Master’s degree or equivalent experience
  • Sales & Channel experience, including ownership of transformation projects
  • Experience with influence selling.
  • Strategic relationship success across multiple locations.
  • Experience of leading and managing a team of senior contributors.
  • Extensive account management experience, preferably with some experience managing large and / or strategic accounts

Functional Area:

Partner Account Manager


What you’re looking for:

Everyone is welcome at Citrix. We prioritize diversity, equity, inclusion, and a culture of belonging, and celebrate bringing our courageous, authentic selves to work. We believe this way of working helps us innovate, and it’s just one of the reasons why our employees continuously recognize Citrix as a great place to work.

Citrix helps make work more sustainable to benefit the planet, our business, and our communities. For more than 30 years, we have empowered individuals and organizations to work remotely or work from anywhere, reducing commuting emissions and energy consumption in the process. 

We are the #1 leader in Virtual Client Computing (VCC) and #2 in the Application Delivery Controller (ADC) space, and we have key partnerships with top cloud providers. We’ll give you the tools, learning opportunities, mentorship, and flexibility to achieve your goals. Come see why you belong at Citrix, with our culture supporting purposeful innovation and growth from within. 

The Benefits

We offer a competitive total rewards package* that includes:

  • 18 weeks of paid parental leave
  • Health and wellness benefits
  • Employee assistance program
  • Retirement benefits
  • Time off and absence programs
  • Professional development and mentorship opportunities
  • Paid volunteer time and charitable matching of employee donations
  • Employee resource groups
  • And more!

**Please note that benefits may vary based on location.

Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications.

Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at https://www.citrix.com/about/legal/privacy/citrix-recruitment-privacy-notice.html

Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at ASKHR@citrix.com for assistance.

At this time, we are requiring personnel entering a Citrix office, traveling for business or attending a Citrix event to be fully vaccinated against COVID-19. If you choose to remain unvaccinated based on a specific medical need or a sincerely held religious belief and need to access our offices, Citrix will work with you to provide you with reasonable accommodation where possible. Learn more about our COVID-19 policies.

By applying, you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.

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