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Lead Account Technology Strategist

Citrix

Orlando (FL)

On-site

USD 120,000 - 150,000

Full time

30 days ago

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Job summary

A leading company is seeking a Lead Account Technology Strategist to develop strategic partnerships, provide technical leadership, and enhance customer satisfaction through effective relationship management and technical advisory services. The role demands strong analytical and negotiation skills as well as a comprehensive understanding of competitive technologies and business processes.

Qualifications

  • 7+ years of technical customer service experience in high-tech, indirect sales.
  • Passion for technology and innovation, proven 'forward thinker'.
  • Ability to work independently with limited oversight.

Responsibilities

  • Develop strategic partnerships with senior-level stakeholders.
  • Provide technical thought leadership and serve as a trusted advisor.
  • Conduct product demonstrations and technical presentations.

Skills

Technical thought leadership
Analytical skills
Negotiation skills
Understanding of business processes
Presentation skills

Education

Bachelor's degree or equivalent experience

Job description

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  • Develop strategic partnerships and build trusted relationships with customers, technical stakeholders, and decision-makers, typically at senior levels across the customer’s organization
  • Fully integrate with customers, maintaining essential relationships across all levels through regular and consistent communication.
  • Possess a comprehensive understanding of customers’ highly dynamic and constantly changing environments and create strategic plans that align with customers' future goals.
  • Provide technical thought leadership and articulate industry trends and insights, serving as a trusted technology advisor both internally and externally.
  • Orchestrate technical engagement and resources to ensure customer needs are met, navigating a landscape filled with various technologies and compatibility factors.
  • Overcome technical and competitive objections, accelerating the technical evaluation component of the sales cycle.
  • Assess the potential application of products to meet customers’ business needs and demonstrate the value of solutions provided, ensuring high customer satisfaction and minimizing churn.
  • Conduct product demonstrations and technical presentations remotely or at customer locations, driving adoption and consumption in collaboration with Customer Success and internal stakeholders.
  • Engage in continuous discovery, bringing in resources such as SAs, PSEs, and PMs for demonstrations and discussions on new features, and adjust strategies as needs and goals change.
  • Build complex, multi-product proof of concept solutions for customer evaluations as part of a sales engagement process.
  • Manage various customer concerns, from licensing to wide-scale product needs, and coordinate with internal senior leaders and SMEs to ensure seamless service and resolution.
  • Conduct regular case reviews, anticipate issues before they arise, and consistently engage with customers to ensure their environments are running optimally.
  • Keep thorough records of all customer interactions, current use cases, potential future use cases, overall technical strategy, and any projects in Salesforce, ensuring preparedness for internal reviews and updates to leadership.
  • Serve as an external spokesperson and evangelist for the company’s vision and associated technologies.
  • Provide regular and efficient updates on assigned accounts to Sales and Sales Engineering management, consistently contributing to the broader team’s technical mindshare.
  • Present and communicate effectively at an executive level to multiple customers and prospects.
  • Own or collaborate on initiatives impacting their immediate sales area, such as go-to-market strategies, and positively influence sales opportunities beyond their own assigned account set.
  • Maintain a solid understanding of competitive technologies and how to position to “win.”
  • Provide thought leadership for the team, providing feedback and ideas on best practices
  • An experienced leader on the team, responsible for creating and sharing innovative use cases and go-to-market strategies, continuously adapting to and capitalizing on changes in the tech industry.
  • Capable of mentoring and leading other ATS professionals, fostering a culture of collaboration, innovation, and continuous improvement.
  • Strong ability to work across different departments (e.g., sales, product development, marketing) to align efforts and drive strategic initiatives.
  • Quickly adapts to changes in the technology landscape, using them as opportunities to create new business value for customers.
  • Possesses deep understanding of the industries in which their customers operate, including key trends, challenges, and regulatory environments.
  • Takes ownership of outcomes, holding themselves and others accountable for delivering on commitments and achieving strategic goals.
  • Proven track record of driving significant revenue through strategic upselling, cross-selling, and new business development
  • Expertise in aligning technology solutions with the customer's broader business strategy, ensuring that technology investments drive tangible business outcomes.
  • Assist in projects and initiatives outside the ATS organization that help drive GTM strategies and product development and direction

Primary Duties/Responsibilities

  • Develop strategic partnerships and build trusted relationships with customers, technical stakeholders, and decision-makers, typically at senior levels across the customer’s organization
  • Fully integrate with customers, maintaining essential relationships across all levels through regular and consistent communication.
  • Possess a comprehensive understanding of customers’ highly dynamic and constantly changing environments and create strategic plans that align with customers' future goals.
  • Provide technical thought leadership and articulate industry trends and insights, serving as a trusted technology advisor both internally and externally.
  • Orchestrate technical engagement and resources to ensure customer needs are met, navigating a landscape filled with various technologies and compatibility factors.
  • Overcome technical and competitive objections, accelerating the technical evaluation component of the sales cycle.
  • Assess the potential application of products to meet customers’ business needs and demonstrate the value of solutions provided, ensuring high customer satisfaction and minimizing churn.
  • Conduct product demonstrations and technical presentations remotely or at customer locations, driving adoption and consumption in collaboration with Customer Success and internal stakeholders.
  • Engage in continuous discovery, bringing in resources such as SAs, PSEs, and PMs for demonstrations and discussions on new features, and adjust strategies as needs and goals change.
  • Build complex, multi-product proof of concept solutions for customer evaluations as part of a sales engagement process.
  • Manage various customer concerns, from licensing to wide-scale product needs, and coordinate with internal senior leaders and SMEs to ensure seamless service and resolution.
  • Conduct regular case reviews, anticipate issues before they arise, and consistently engage with customers to ensure their environments are running optimally.
  • Keep thorough records of all customer interactions, current use cases, potential future use cases, overall technical strategy, and any projects in Salesforce, ensuring preparedness for internal reviews and updates to leadership.
  • Serve as an external spokesperson and evangelist for the company’s vision and associated technologies.
  • Provide regular and efficient updates on assigned accounts to Sales and Sales Engineering management, consistently contributing to the broader team’s technical mindshare.
  • Present and communicate effectively at an executive level to multiple customers and prospects.
  • Own or collaborate on initiatives impacting their immediate sales area, such as go-to-market strategies, and positively influence sales opportunities beyond their own assigned account set.
  • Maintain a solid understanding of competitive technologies and how to position to “win.”
  • Provide thought leadership for the team, providing feedback and ideas on best practices
  • An experienced leader on the team, responsible for creating and sharing innovative use cases and go-to-market strategies, continuously adapting to and capitalizing on changes in the tech industry.
  • Capable of mentoring and leading other ATS professionals, fostering a culture of collaboration, innovation, and continuous improvement.
  • Strong ability to work across different departments (e.g., sales, product development, marketing) to align efforts and drive strategic initiatives.
  • Quickly adapts to changes in the technology landscape, using them as opportunities to create new business value for customers.
  • Possesses deep understanding of the industries in which their customers operate, including key trends, challenges, and regulatory environments.
  • Takes ownership of outcomes, holding themselves and others accountable for delivering on commitments and achieving strategic goals.
  • Proven track record of driving significant revenue through strategic upselling, cross-selling, and new business development
  • Expertise in aligning technology solutions with the customer's broader business strategy, ensuring that technology investments drive tangible business outcomes.
  • Assist in projects and initiatives outside the ATS organization that help drive GTM strategies and product development and direction

Qualifications (knowledge, Skills, Abilities)

  • Understanding of CSG’s competitive domain and technologies.
  • Broad understanding of the following:
    • DaaS / VDI
    • Applications
    • Enterprise Browser
    • Enterprise Mobility Management
    • Networking
    • Enterprise Security
    • Data Management
    • Data Analytics
    • Passion for technology and innovation, and a proven “forward thinker.”
    • Strong understanding of business processes and their implementation into enterprise applications
    • Analytical and negotiation skills, particularly at the C-level
    • Ability to quickly grasp and distinctly explain technological and business concepts
    • Ability to evaluate and develop the existing teams and reshape them as necessary while mentoring and inspiring the team
    • Track record of consistently delivering revenue numbers and supporting accurate forecasts while maintaining a focus on team development and growth
    • Ability to work independently with limited oversight
    • Prioritizes and manages many diverse tasks, objectives, and risks
    • Excellent oral and written communications skills, as well as excellent presentation skills
    • Possesses a high level of specialized sales and product solution knowledge

    Requirements (Education, Certification, Training, And Experience)

    • Bachelor’s degree or equivalent experience required
    • 7+ years of technical customer service experience in high-tech, indirect sales, and/or procurement environments with a record of success in driving customer adoption of technology
    • Ability to travel
    • The following certifications are beneficial but not required.
    • 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

    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 email us at AskHR@cloud.com for assistance.
    Seniority level
    • Seniority level
      Not Applicable
    Employment type
    • Employment type
      Full-time
    Job function
    • Job function
      Engineering and Information Technology
    • Industries
      Computer Networking Products, Software Development, and Technology, Information and Internet

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