Lead Account Technology Strategist (ATS)

Citrix; Virginia (IL); On-site; USD 134,000 - 202,000; Full time

Job summary

Citrix is seeking an Account Technical Strategist to partner with Enterprise customers and drive value through secure application delivery strategies. You will identify critical use cases, build value-driven roadmaps, and coordinate cross-functional teams to achieve adoption and renewal goals.

You will articulate business and technical value, overcome objections, and serve as a trusted advisor for executives and IT leaders.

Qualifications

• 8+ years of presales, solution engineer, technical consulting, field CTO, or other relevant experience.
• 8+ years supporting, designing, or delivering enterprise technology solutions.
• Comprehensive knowledge of business value drivers for critical technology purchases.
• Analytical, critical-thinking, and negotiation skills, particularly at the senior stakeholder levels.
• Ability to navigate multi-faceted, sometimes ambiguous, customer problems by gathering and analyzing information to define the right approach.
• Excellent written and verbal communication skills.
• Ability to adapt technical presentations to audiences with varying levels of technical expertise (IT admins, directors, business stakeholders, executives).
• Recent experience with Citrix and/or NetScaler technologies.
• Ability to travel up to 60% of the time to customer sites, offices, and events.

Responsibilities

• Develop strategic partnerships and relationships with your customers’ technical influencers, key decision makers, and executives.
• Identify critical revenue-generating use cases our solutions support for our customers.
• Assess how Citrix solutions do and can meet customers’ business priorities.
• Define a customer success roadmap that strengthens critical customer use cases and increases adoption of our solutions.
• Coordinate cross-functional teams and resources to ensure customer success goals are met.
• Describe the value our solutions provided at a business and technical level in an easily understandable way.
• Overcome technical and business objections while moving adoption and renewal cycles along the customer’s value journey.
• Establish and maintain a regular cadence with key customer contacts.
• Be a trusted primary point of contact for customer relationship management and technical support concerns.
• Deliver technical presentations and product demonstrations remotely or on-site.
• Delegate and review work across complex, multi-product engagements, ensuring quality and consistency of deliverables.
• Oversee and drive success criteria definition, design and build of multi-product proofs of concepts.
• Provide thought leadership on latest industry trends and insights.
• Maintain a comprehensive understanding of competitive solutions and offerings.
• Contribute to broader teams’ value creation and technical mindshare.
• Provide guidance, coaching, and mentoring to less-experienced ATSs and cross-functional team members.

Skills

Presales experience

Solution engineering

Enterprise technology

Analytical thinking

Negotiation

Executive communication

Travel readiness

Education

Bachelor’s Degree in Computer Science

Tools

Azure

Amazon Web Services

Google Cloud Platform

Job description

When Citrix pioneered remote access, we believed people should be able to securely work from anywhere in any way they needed. Three decades later, that’s more true than ever. It’s what drives us to create technology that transcends the constraints of time, place, infrastructure, networks, and devices. And it’s the reason organizations around the world trust us to keep their apps available, their data safe, and their people productive – wherever and whenever work happens.

Citrix’s advanced virtualization, networking, endpoint, and security solutions have been integral to our customers' strategic goals for over 35 years and have helped define what’s possible in a dynamic, Zero Trust world. Over that time, we’ve continued to develop industry-leading solutions like Citrix DaaS, NetScaler, UniconOS, SecurAccess for Chrome Enterprise, XenServer, and more.

About the Role:

The Account Technical Strategist (ATS) is a vital partner for customers, partners, and fellow team members working together to solve business problems for our largest Enterprise customers. They use their extensive experience with technologies centered around secure delivery of applications to develop comprehensive strategies that deliver value for our customers.

As an ATS in the Citrix Customer Success organization, you will drive value creation for our customers by identifying which critical solutions of our platform help support their business today and which additional solutions can help them achieve their goals tomorrow. This includes identifying new solutions and helping to measure the value they bring to customers you support, building the right relationships within those customers, and aligning their long-term goals with those of Citrix.

What You Will Do:

• Develop strategic partnerships and relationships with your customers’ technical influencers, key decision makers, and executives
• Identify critical revenue-generating use cases our solutions support for our customers
• Assess how Citrix solutions do and can meet customers’ business priorities
• Define a customer success roadmap that strengthens critical customer use cases and increases adoption of our solutions
• Coordinate cross-functional teams and resources to ensure customer success goals are met
• Describe the value our solutions provided at both a business and technical level in an easily understandable way
• Overcome technical and/or business objections while moving adoption and renewal cycles along the customer’s value journey
• Establish and maintain a regular cadence with key customer contacts
• Be a trusted primary point of contact for customer relationship management, and technical support concerns
• Deliver technical presentations and, when required, product demonstrations remotely or on-site
• Delegate and review work across complex, multi-product engagements, ensuring the quality and consistency of technical deliverables
• Oversee and drive the success criteria definition, design and build of multi-product proof of concepts for customer evaluations
• Provide thought leadership on the latest industry trends and insights
• Maintain a comprehensive understanding of competitive solutions and offerings
• Contribute to the broader teams’ value creation and technical mindshare
• Provide guidance, coaching, and mentoring to less-experienced ATSs and cross-functional team members within the discipline
• Support the wider team's growth through knowledge sharing, coaching, and mentoring of less-experienced team members

What You Will Bring:

• 8+ years of presales, solution engineer, technical consulting, field CTO, or other relevant experience
• 8+ years supporting, designing, or delivering enterprise technology solutions
• Comprehensive knowledge of business value drivers for critical technology purchases
• Analytical, critical-thinking, and negotiation skills, particularly at the senior stakeholder levels
• Ability to navigate multi-faceted, sometimes ambiguous, customer problems by gathering and analyzing information to define the right approach
• Excellent written and verbal communication skills
• Ability to adapt technical presentations to audiences with varying levels of technical expertise (e.g., IT administrators, directors, business stakeholders, and executives)
• Recent experience with Citrix and/or NetScaler technologies
• Ability to travel up to 60% of the time to customer sites, corporate offices, and events

What Will Help You Standout:

• Experience working with technology service providers, ISVs, and channel partners
• Bachelor’s Degree in Computer Science (or related field) or relevant work experience
• Proven record of success in driving adoption of technical solutions with Enterprise sales teams and/or within a complex organization
• Experience across multiple technical security domains, such as IAM, Zero Trust, virtualization (desktops/servers), endpoint management, thin clients computing, ADC infrastructure, traffic management/load balancing, WAF, and observability.
• Experience with Microsoft Azure, Amazon Web Services, and/or Google Cloud Platform.

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: $153,216-$229,824 All other locations fall under our General State range: $134,400-$201,600 Benefits 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.