Senior Partner Account Manager, Citrix Service Providers

Req ID: R33277

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Senior Partner Account Manager, Citrix Service Providers

  • 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 are a Partner Account Manager (PAM) that will manage, develop and grow the Citrix Service Provider business in the Japan region, via partners and distributors.

Position Summary:

You will work with a variety of partners within your territory consisting of current and prospective CSP's that may be SI's, MSPs, IaaS, Cloud Hosters and ISVs; enter and develop new markets including partner recruitment and activation; as well as opportunity and revenue generation, pipeline management, portfolio planning, sales coaching, and forecasting.


  • As the Senior Partner Account Manager for CSP, taking a Business Manager approach you are responsible for the development of the Citrix Service Provider route to market within a territory for the Citrix Japan region.
  • Develop partners and strengthen relationships to drive commitment to Citrix Service Provider products and service offerings.
  • Work with Citrix Service Provider partners to generate new business, including sales to develop and enable the partners' launch of Citrix based ‘finished Goods and Services’.
  • Owning the strategic plan for partner relationships to develop Citrix integrated "as-a-service" offerings, drive pipeline and exceed quota.
  • Act as a specialist in consumption and subscription business models through Cloud, Managed and Hosting services.
  • Responsible for recurring revenue targets; managing monthly forecasting; and execution of key business imperatives
  • Demonstrates great breadth of control and management and drives deeper coverage and relationship with assigned distributors and partners.
  • As primary relationship owner with the partners, set activity targets including revenue and competency; and maintain relationships with sales, marketing and senior business contacts
  • Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs
  • Organize business planning and execution (including marketing, sales & technical skills development, product, services and customer territory planning) to achieve set objectives.
  • Orchestrate Citrix resources to support partners and help strengthen relationships with Citrix including; aligning with Partner Sales and Citrix Sales teams on strategic sales opportunities.
  • Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.)
  • Work with the CSP distribution community to drive recruitment, enablement and marketing activities for partner training and marketing demand generation activities.
  • Leverage Strategic Development Funds to meet aggressive growth goals for CSP.
  • Grow contribution of Citrix partners, enhancing capabilities required to sell entire Citrix Service Provider portfolio.

Qualifications (Knowledge, Skills, Abilities)

  • Experience in building partner ecosystems preferably in the service provider space, including building Consumption- and Subscription-based offerings
  • Previous success in monthly-recurring-revenue models (eg. ISVs, Cloud providers, Telcos)
  • Understanding of Cloud economics, business models and motivations for partner success
  • Ability to build and leverage relationships with partners as well as internal area managers, field sales, SEs, inside sales and marketing teams
  • Planning and financial skills including business planning and knowledge of the partner ecosystem including pipeline management and forecasting
  • Ability to communicate value proposition in terms of understanding of both partners’ and customers’ business needs
  • Outstanding Japanese communication skills – written, oral and facilitation
  • Good English communication skills - written & oral
  • Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely execution/follow-up
  • Significant Channel and/or Citrix experience and knowledge

Requirements (Education, Certification, Training, and Experience)

  • Bachelor’s degree or equivalent experience
  • 8+ years prior territory sales experience in a high-tech field in a direct or indirect sales environment with a demonstrated track record of success in driving customer and partner adoption of technology.

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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