Senior Partner Account Manager

Req ID: R34418

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Senior Partner Account Manager

  • Mumbai, Maharashtra, India
  • 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:

Position Summary

  • This Postiion will be reporting into the Director of Partners & Alliances in India Subcontinent.
  • This position will managed Channel business in the West region which consists of Maharashtra, Gujarat & Goa
  • The position will work very closely with the Regional Sales team and the Regional Leadership team towards achieving the Regional Channel Objectives and the Regional Sales objectives.
  • This position will be responsible for the Regional Partner Business in South Region. This includes managing all facets of Channels like: Citrix Managed Partners, Distributor Managed Partners (through Distributors), Large System Integrators in the Region and Running business with large Alliance Partners like MS, GCP and Cisco in the region. The core function being ….
    • Manage, develop and grow the regional partners to drive revenue for Citrix in the region.
    • Maximize partner net new opportunity and revenue generation by managing all activities associated with pipeline management, portfolio planning, sales coaching, and forecasting.
    • Develop partners and strengthen relationships to drive commitment to Citrix products and solutions.
    • Collaborate and Leverage internal team of specialists and marketing to drive enablement and marketing activities for partners.
    • Leverage Market Development Fund and COOP funds effectively to drive visibility, pipeline and hence revenue for the partner and for Citrix.
    • Grow net new account revenue through partners by creating and executing joint business, pipeline and forecast planning.
    • Ensure customer satisfaction by coordinating Citrix and Partner resources throughout sales cycle.
    • Grow contribution of Citrix partners, enhancing capabilities required to sell, implement and maintain entire Citrix portfolio.
    • Maximize utilization of marketing funds and ensure best ROI on Partner lead activities.
    • Leverage Distributors in the region to drive business through unmanaged partners in the region.

Primary Duties / Responsibilities

  • Demonstrates greater breadth of control and management across all facets of Partners.
  • Drive incremental pipeline & revenue from Non Named accounts through Partners in the region and exhibit abilities to get the partner eco-system to drive value in opportunities in Citrix home accounts.
  • As primary relationship owner with the partner, set activity targets including revenue and competency; and maintain relationships with sales, marketing and senior business contacts within the partner organization.
  • Develop strategic business plans with partner relationships to drive pipeline and exceed net new account sourced quota.
  • Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs with Citrix managed partners and Distributors in the region.
  • Organize partnership business planning and execution (including marketing, sales skills development, product, services and customer territory planning) to achieve set objectives.
  • Increase partners Citrix sales & delivery workforce through sales, presales & technical certifications. Build Capacity and Capability matrix for the Partners and for the Market from a perspective of adding / depleting the number of Citrix Managed Partners.
  • Orchestrate resources to support partner and help strengthen relationships with Citrix including: ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support; organizing training; ensuring participation in marketing and partner strategy programs.
  • Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.).
  • Participate in territory / regional leadership meetings representing partner sales. Drive Enterprise and Commercial partner strategy reviews in the region.
  • Monitor and provide insight into named partners’ business and technical service capability, financial results, and investment in selling Citrix products and services.
  • Drive development of partner services offerings to support Citrix & increase profitability.

Qualifications (Knowledge, Skills, Abilities)

  • Strong 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.
  • Understanding of partner economics, business models and motivations for success.
  • Ability to 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.
  • Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely execution/follow-up.
  • Prospecting and sales skills – assist partners drive new opportunities.
  • Strong ability in problem solve and balancing both strategic and immediate needs Demonstrated track record of recruiting, training, coaching, motivating and retaining a successful group of partners.
  • Strong creative skills in building / creating and executing partner programs to drive incremental growth revenues.
  • Good understanding technology and economic situation and their impact on the market to help direct / influence partners in the right direction.
  • Significant Channel and/or Citrix experience and knowledge.

Requirements (Education, Certification, Training, and Experience)

  • Bachelor’s degree or equivalent experience.
  • 8-10 years prior experience in a high-tech field in 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.

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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