Lead Account Technical Strategist @ TIBCO

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Job Description
The Account Technology Strategist is responsible for identifying and matching
technologies with a customer s business issues and objectives, driving innovation and wide-scale adoption. With wide-ranging field technology sales experience, uses professional concepts and company objectives to resolve complex problems creatively and effectively. Assist in developing business value propositions around Citrix products and solutions. Drives sales with technical expertise, account management skills, sales ability, and a superior customer focus. Participates as part of a sales team to achieve or exceed revenue targets.

Duties and Responsibilities
As a seasoned sales technology professional with field experience, the ATS
provides pre-sales technical support of the sales process across Citrix Products
and Solutions.
As part of the sales team, the ATS is responsible for assessing the potential
application of Citrix products to meet customers business needs.
Articulates industry trends and insights.
They have trusted advisor status and are known as a customer advocate.
They have a strong knowledge of our well-known use cases where applicable.
Conduct product demonstrations and technical presentations remotely or at
customer locationsCitrix facilities.
Capable of coordinating and aligning cross-functional resources to ensure
customer needs are met.
Has the ability to build complex, multi-product proof of concept solutions for
customer evaluations as part of a sales engagement process.
Assists with overcoming technical and competitive objections and accelerates the technical evaluation component of the sales cycle.

The ATS should create formal networks with key decision-makers in assigned
accounts and develop extended relationships beyond our current contacts.
They should serve as an external spokesperson and evangelist for Citrix s vision and associated technologies.
Provide regular and efficient updates on assigned accounts to Sales Sales Engineering management.
Consistently contributes to the broader team s technical mindshare
Seen as a sales professional that can function as a sales representative as
needed.
Ability to presentcommunicate at an executive level to multiple
customersprospects
Owns initiatives impacting their immediate sales area. Example: go-to-market
strategies.
Positively influences sales opportunities beyond their own assigned account set.
Solid understanding of Citrix domain, competitive technologies (VMware, Zscaler, Nerdio, F5, Island, and other competing technologies), and how to position to win

Required Experience/Skills
They must have a solid understanding of Citrixs competitive domain and
technologies.
Ability to diffuse complicated technical and political situations with partners and customers.
Must be flexible, dependable, and capable of quickly learning new products and technologies.
The individual should have demonstrated a broad understanding of one of the
following areas of focus:
DaaS
Application
Server Virtualization
Enterprise Browser
Enterprise Mobility Management
Networking
Exhibits a positive attitude, represents Citrix to business partners as well as
customers in the best possible fashion, and fosters interest in our offerings
Prioritizes and manages many diverse tasks
Completes paperwork and uses internal Citrix account management applications in a timely fashion (expenses, CRM entries, feedback questionnaires)
Excellent oral and written communications skills, as well as excellent
presentation skills

Strong work ethic, attitude, and follow-through ability
Possesses a high level of specialized sales and product solution knowledge
7+ years of Sales Engineering, Consulting, or Customer Success experience in
high-tech, indirect sales, and procurement environments with a record of success in driving customer adoption of technology
Ability to travel within assigned territory

Nice-to-Haves
Citrix Certified Expert Virtualization (CCE-V), Citrix Certified Professional -
Virtualization, Citrix Virtual Apps and Desktops Service on Citrix Cloud Certified
(CC-VAD-CC), Citrix Virtual Apps and Desktops Service Integration with
Microsoft Azure Certified (CC-VAD-MA) or Virtual Apps and Desktops Service
Integration with Amazon Web Services Certified (CC-VAD-AWS)
Microsoft Certified Azure Administrator, or Azure Solutions Architect
AWS Certified Cloud Practitioner
Google Associate Cloud Engineer
Updated Security Certifications

Education
They must possess a bachelor s degree or equivalent experience.