Territory Partner Account Manager - Belux

Req ID: R30858

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Territory Partner Account Manager - Belux

  • Remote, Belgium
  • Remote, Netherlands
  • Amsterdam, North Holland, Netherlands
  • 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:

As a Senior Territory Partner Account Manager, you will be responsible for leading the engagement our strategic Distributors and their Partners across Belgium and Luxembourg.

You will develop channel sales strategies to expand Citrix's footprint in the market, working closely with the regional sales leader and the field sales team.

Position summary:

  • Establish the go to market strategy with channel ecosystem in the given specific GEO in line with EMEA imperatives and Area Channel and Regional Sales Managers directives.
  • Drive partner success by leading, developing and growing a set of strategic partners to drive revenue for Citrix across a specific GEO. Includes national, large resellers, distributors, systems integrators, managed services providers.
  • Develop strong C-level relationships with managed partners at the HQ level to drive dedication to Citrix products and solutions.
  • 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 critical issues.
  • Influence Cross-Functional team of specialists to drive enablement and marketing activities for partner training and marketing execution activities – Channel Architects, Channel Programs, Channel Marketing.
  • Establish and build executive relationships and alignment between the Partner and Citrix team.
  • Ensure customer happiness by coordinating Citrix and Partner resources throughout the sales cycle.
  • Grow contribution of Citrix partners, enhancing capabilities required to sell the entire Citrix portfolio.

What you’ll be doing:

  • Develops and manages critical, large, complex, highly visible, and strategic partner accounts.
  • Develop strategic plan for partner relationships to drive pipeline and exceed quota (including Sales VPs, Channel Leadership and Marketing)
  • Conduct regular pipeline management, 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
  • Increase partners Citrix sales & delivery workforce through sales, presales & technical certifications
  • 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.)
  • Assess and provide insight into specific 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
  • Representation and presentations at partner events in territory

Core skills required for this role:

  • Strong ability to build and influence 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 customer 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
  • 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 a successful group of partners
  • Strong understanding and proficiency with Citrix internal processes and tools as well as working level understanding of product, licensing and partner programs

Basic requirements:

  • Bachelor’s degree or equivalent experience, MBA appreciated
  • Strong eye for business and comfort with presenting to, and establishing relationships with, senior-level executives in enterprise-level companies
  • Extensive experience in managing channel at regional level or top strategic partner relationship manager role in a high-tech environment in an indirect sale and with success in driving regional channel strategy and partner and customer adoption of technology
  • Languages: Dutch/Flemish, French and English

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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