Global GTM Lead, Microsoft Alliance

Cloud Software Group; Florida; Hybrid; USD 153,000 - 261,000; Full time

Job summary

Cloud Software Group is seeking a Global GTM Lead based in the U.S. to drive the Citrix-Microsoft alliance, shape joint go-to-market initiatives, and accelerate cloud adoption with Microsoft teams.

You will coordinate cross-functional stakeholders, manage governance, and track KPIs while enabling sales and delivering strategic programs across global markets. This senior role requires deep alliance management experience, executive presence, and the ability to operate across time zones to achieve

Qualifications

• Education: MBA or equivalent practical experience.
• Experience: 10+ years in global technology partner management, GTM, and partner sales leadership.
• Industry knowledge: enterprise IT software sales and cloud marketplace models.
• Joint initiatives: GTM strategy and co-sell with hyperscalers.
• Strategic engagement: multi-year partner sales and product agreements.
• Collaboration: ability to influence across matrix organizations and cross-functional teams.
• Communication: strong executive presence and stakeholder engagement.

Responsibilities

• Lead end-to-end GTM strategy, execution, and operation of the Citrix-Microsoft alliance.
• Lead alliance cadence including annual plans, EBRs, QBRs, and MBRs with leaders.
• Drive YoY revenue growth through cross-functional alignment and co-sell motions.
• Own executive dashboards, forecasts, governance, and engagement plans.
• Develop alliance KPIs: revenue influence, Azure usage, marketplace performance, co-sell activity.
• Deliver enablement programs to drive seller engagement across combined offerings.
• Monitor partnership health, identify risks, and provide acceleration recommendations.

Skills

Alliance management

Co-sell metrics

Cloud transformation

Enterprise sales

Customer success

Partner operations

Microsoft ecosystem programs

Education

MBA or equivalent

Job description

The Global GTM Lead is responsible for leading and executing the strategic partnership between Citrix and Microsoft. This role drives joint go-to-market (GTM) strategy, customer expansion, marketplace adoption, product initiatives, executive engagement, marketing and field alignment across both organizations.Serving as the primary liaison between Citrix and Microsoft, this individual is accountable for influencing revenue growth, accelerating cloud adoption, enabling Microsoft and Citrix sellers, and ensuring successful execution of joint business plans. The role requires deepexpertisein alliance management,co-sell metrics and motions,cloud transformation, enterprise sales, customer success, partner operations and Microsoft ecosystem programs.This is a U.S.-based, global team role reporting to the Vice President of the Microsoft Alliance.

Key Responsibilities:

• Serve as the expert in the end-to-end GTM strategy, execution and operation of the alliance, prioritizing and accelerating high-value enterprise opportunities and drive revenue growth via Microsoft field engagement and joint Microsoft-Citrix sales motions.
• Lead the operational cadence of the Microsoft alliance, including annual business planning, executive business reviews (EBRs), quarterly business reviews (QBRs), monthly business reviews (MBRs).Develop and manage annual business plans, growth initiatives, and allianceobjectives in partnership with Citrix and Microsoft leaders.
• Drive alignment between Citrix executives, product teams, the Citrix-Microsoft partner team, sales leadership, marketing, and Microsoft stakeholders for YoY revenue growth.
• Own executive dashboards, scorecards, pipeline reviews, forecasting processes, and performance reporting for Citrix and Microsoft leadership teams. Manage executive engagement plans, stakeholder mapping, governance frameworks, and action tracking to ensure alignment between Citrix and Microsoft leadership teams.
• Develop, track, and report alliance KPIs, including revenue influence, Azure consumption, Marketplace performance, co-sell activity, customer adoption, migration outcomes, and executive engagement metrics. Drive operational excellence through process improvement, reporting automation, business insights, and measurement of alliance performance against strategicobjectives.
• Deliver enablement programs, workshops, and GTM guidance to drive seller engagement, ensuring Citrix solutions are positioned effectively within Microsoft customer conversations, consumption growth through Citrix workloads and modern workplace initiatives.
• Monitor partnership health,identifyrisks and growth opportunities, and provide recommendations to accelerate revenue growth, Azure consumption, and customer adoption.Leverage data from sales, finance, marketing, product, engineering, and customer success teams to support business planning and executive decision-making.
• Drive and Expand Azure Marketplace adoption, manage incentive programs, sponsorships, funding opportunities and cosell benefits. Activate Microsoft field teams around Citrix priorities and strategic accounts to accelerate adoption of Citrix Flex, DaaS and cloud-based solutions.
• Collaborate with Citrix and Microsoft alliance partner sales and marketing teams to developassets,eventsand customer programs.Support the development of customer references, success stories, analyst engagements, and executive communications.Present at industry events, customer workshops, and alliance forums positioning Citrix as a strategic cloud, AI and digital workspace partner within the Microsoft ecosystem.
• Partner with the Citrix Microsoft Alliance team on regional sales leadership meetings, pipeline management, dashboards, reporting, resource support and field sales enablement.
• Coordinate Citrix and Microsoft cross-functional stakeholders across sales, marketing, product, engineering, finance, and operations organizations to drive accountability and execution of strategic initiatives.Lead preparation of executive-ready presentations, strategic updates, QBRs, EBRs, account reviews, business cases, win stories, and annual operating plans.
• Partner with product management and engineering teams to align Microsoft and Citrix roadmaps and driveopportunities and funding for integration, innovation, and joint solution development. Advocate for customer and Microsoft requirements within product planning processes, tracking adoptionmetrics and usage telemetry to measure solution impact and business value.

Candidate Requirements

Education: Masters of Business Administrationor equivalent practical experience.

Experience:At least10years of proven success in global technology partner management, go-to-market (GTM) and partner sales leadership working directly with enterprise customers, Cloud Service Providers, C-level executives and sales leadership teams.

Industry Knowledge:Familiarity with enterprise global IT software industry sales and operations, competitive landscapes and cloud marketplace business models.

Joint Initiatives:Experience developing GTM strategy and co-sell programs with the largest hyperscalers.

Strategic Engagement:Experience planning and executing multi-year partner sales and product agreements.

Collaboration:Proven ability to influence and work collaboratively across matrix organizations and cross-functional teams, including sales, product, and marketing.

Communication:Exceptional communication skills and executive presence, with a demonstrated ability to engage and influence senior internal and external stakeholders.

Leadership:Demonstratedcapability to lead cross-functional strategic initiatives and drive execution in a matrix environment.

Adaptability:Comfortable operating in fast-paced, ambiguous environments across time zones whilemaintaininga strong focus on achieving measurable outcomes.

Travel:Willingness to travel asrequiredto support partner and business priorities.

About Us:

Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.CA generally ranges: $173,994-$260,992All other locations fall under our General State range: $152,626-$228,940Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.

About Us:

Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.