Director, Partner Sales

Req ID: R33505

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Director, Partner Sales

  • Tokyo, Japan
  • 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 have a proven record in technology sales with experience leading channel and partners ecosystem at a regional capacity.  

Position Summary

Director, Channel Sales, Japan is responsible for cultivating, advancing and leveraging all aspects of the channel partners to drive revenue for Citrix in Japan. The Director, who reports to the VP, APJ Partner Sales, will be specifically responsible for ensuring sales and channel partner alignment and execution between Citrix and Channel sales and eco-system partners. The Director orchestrates the Citrix partner team in order to drive a collaborative sales environment to meet sales targets leveraging all go to market channels.

This role is responsible for improving Citrix and Partner market share by providing a clear vision and focus for our Partners in the Workspace, Desktop, Cloud, Application Delivery and Security, and Managed Services market segments, establishing and executing a proven and aggressive partner development and market expansion strategy.

Roles & Responsibilities

  • Build and Maintain relevant business relationships with key identified Partners and Strategic Alliances in Japan
  • Lead a team of partner and distribution aligned resources, and driving key channel performance metrics, including cloud transformation activities
  • Understand and build plans for partner channel sales efficiency in alignment to the broad Japan business territory and the APJ channel strategy.
  • Drive partner sales demand generation activities using market development fund
  • Establish pipeline triangulation and be responsible for run-rate business management with the channel partners, to drive sales outcomes.
  • Drive quarterly business reviews with Partners and adjust plans as vital to drive to targets
  • Learn from and communicate partner led customer and sales successes and share globally
  • Communicate across core team to ensure unified message and strategy within Citrix
  • Align and interwork with APJ Partner regional team to comply with the partner program requirements, and drive operation excellence, for the partners’ success and satisfaction.
  • Responsible for strategic and operational leadership of all identified channel partners and distribution partners in Japan.
  • Define and execute on strategy to penetrate new markets for partnership opportunities
  • Recruit new partners to fill the gaps in coverage and penetration for the program
  • Engage with internal cross-functional teams including Customer Support, Marketing, Product, Sales, and Leadership.

Basic Qualifications

  • Channel Knowledge – In depth knowledge and relationships with Japan partners and alliances eco-system
  • Relationship Skills – Ability to communicate with all levels to both distribution-managed and focused enterprise partners and alliances including C-level. Must have the ability to represent Citrix’s in-depth positioning on workspace, cloud, application delivery and security, to counterparts at all levels.
  • Demonstrates excellent listening skills resulting in a high level of partner satisfaction. Must be able to listen for opportunities as well as potential relationship issues and address them effectively.
  • Experience of leading channel and partner teams in region preferred
  • Form the cross functional parts of both the Japan area sales and Asia Pacific Japan channel leadership teams. Able to contribute effectively and proactively to represent the partner functions in the business direction in the territory area.


  • Executive presence and an understanding of strengths and weaknesses, as well as personal accountability and integrity
  • Proven record of exceeding quota and goal achievement
  • Understanding of Japan ICT and partner landscape, with established relationships and knowledge of the current direction of the ICT industry
  • 10 + years of information technology experience
  • Ability to quickly understand the drivers and key aspects of a technology / market area
  • Effective written, presentation and verbal skills
  • Ability to work effectively as member or leader of virtual teams where membership may be across multiple organizations and geographies
  • Ability to meet deadlines, to achieve and maintain expected efficiency levels
  • Detail oriented and able to help others set priorities
  • Ability to run multiple initiatives simultaneously
  • Broad knowledge and think creatively
  • Ability to work independently and make decisions
  • Enthusiasm and natural curiosity for technology
  • Tertiary qualifications in relevant industry preferred

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

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 for assistance.

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

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