EMEA Global System Integrators Business Development Manager (gn)

Req ID: R26594

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EMEA Global System Integrators Business Development Manager (gn)

  • Remote, Austria
  • Munich, Bavaria, Germany
  • Remote, Berlin, Germany
  • Milan, Milano, Italy
  • Remote, Netherlands
  • Remote, Switzerland
  • 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:

EMEA Global System Integrators (GSI) Business Development Manager

Do you aspire to drive some the most dynamic/ successful technology partnerships across Global System Integrators, as well as leading the transformation of Citrix business to the Cloud? You have a passion for international customers and partners, business outcomes, strategic initiatives? You are up for the challenge of becoming knowledgeable on Citrix solution? We would love to speak with you!

You are a business developer, with experiences in sales and strategic partnerships management in IT or technology. You understand indirect business models in Enterprise and Mid-market and you have a consistent track record of successfully driving customer adoption of technology.

Position overview:

As EMEA GSI Business Development Manager, you will be responsible for driving co-sell and adoption of Citrix Cloud technologies through our GSI partners by leading, developing and growing all aspects of the alliances and by building and orchestrating a joint execution across our respective Sales, Pre-sales, Customer Success teams.

The role will be specifically responsible for ensuring sales and channel partner alignment and execution between Citrix and the Partners at an EMEA level.

You have a growth mindset and ready to influence and drive some of Citrix most strategic partnerships in this fast-evolving environment.

What you will be doing:

The role is responsible for improving Citrix market share and share of wallet by developing a clear vision for the partnership and completing a well-developed strategy and results-oriented partner development plans and driving incremental revenue opportunities.

  • Driving end-to-end partner success by handling, developing, and growing all aspects of a defined portfolio of Global System Integrators across EMEA.

  • Develop a partnering plan for Field presales and sales team (Citrix & partners) to successfully build pipeline and develop joint offerings and development opportunities

  • Provide support, leadership and direction on joint strategies and key motions to accelerate execution with our local teams (Account Executives, Customer Success…), and our Local GSI Partner Managers, who lead the in-country relationships.

  • 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

  • Develop strong C-level relationships with GSI Partners in the region to drive commitment to Citrix products and solutions

  • Drive pipeline management & forecasting of your co-sell opportunities

  • Use Cross-Functional teams of specialists to drive enablement and marketing activities for partner training and marketing execution activities – Channel Architects, Channel Programs, Channel Marketing

Role responsibilities:

  • Enable successful go-to-market collaboration. Working with the regional sales team to implement joint solutions sales strategies and readiness plans as well as use joint assets to develop and drive a pipeline of opportunities

  • Develop strategic plan for partner relationships to drive pipeline and exceed bookings targets

  • Develop a thorough understanding of your partners’ business objectives in the cloud to build winning strategies, increasing Citrix share of wallet, and effectively communicate across regional sales teams

  • Conduct regular pipeline reviews, 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

  • Orchestrate partners and Citrix resources to support your joint business and help strengthen the alliance and commitment level of your partners

Qualifications:

  • Strong understanding of GSI motions. 

  • Ability to build and maximize Executive relationships with strategic partners as well as internal.

  • Understanding of how to navigate and manage in a complex matrix environment

  • Ability to identify and communicate value propositions in terms of understanding of both partners’ and customers’ business needs, with a mindset on deliverables.

  • Demonstrated leadership by influence skills, with ability to engage, and coordinate multiple functions (sales, marketing, pre and post-sales, alliance)

  • Outstanding interpersonal skills – written, oral and facilitation

  • Ability to balance strong strategic and analytical skills with relentless drive on execution, prioritizing customers’ needs

  • Team player who can also work autonomously, and willing to travel where needed across EMEA

  • Ability to deal with the ambiguity associated with working in a fast paced, constantly evolving and high growth environment

Basic Requirement:

  • Bachelor’s degree or equivalent experience

  • Proven track record in Enterprise and Channel Sales in a Cloud/ SaaS environment

  • Successful track record in building strategic relationships across multiple countries

  • Extensive experience working with Consulting firms and/or System Integrators

  • Extensive account / partner management experience, preferably leading large and/or strategic growth plans

  • Fluent in English is a must. Additional language proficiency (German and/or French desirable) being a strong plus for this role.

  • Location: preferably mainland Europe.

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 we’re all about. The Perks: We offer competitive compensation and a comprehensive benefits package. You’ll enjoy our workstyle within an incredible culture. We’ll give you all the tools you need to succeed so you can grow and develop with us.

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.

If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.

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.

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

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