Senior Principal Partner Alliance Manager

Citrix; United States; Remote; USD 179,000 - 268,000; Full time

Job summary

Citrix is seeking a Senior Principal Partner Alliance Manager to lead the global alliance with Microsoft, aligning field teams and driving joint customer engagements. You will orchestrate co-sell motions, accelerate pipeline, and deliver measurable revenue impact through coordinated partner motions and field enablement.

Lead cross-functional collaboration, build trusted relationships with Microsoft and Citrix teams, and drive joint customer outcomes across Enterprise accounts, ensuring scalable

Qualifications

• Bachelor’s degree required; postgraduate qualifications are a plus.
• Experience with or within major global technology companies as a strategic alliance or partner manager.
• Proven track record influencing cross-functional account teams and driving co-sell motions.
• Outstanding communication, relationship-building, and executive presence skills.
• Strong business acumen with ability to connect customer needs to joint value propositions and commercial outcomes.
• Demonstrated success in driving pipeline growth, accelerating deal cycles, and contributing to closed-won revenue.
• Ability to thrive in a fast-paced, matrixed environment and lead without direct authority.
• Experience working with Microsoft is a plus.

Responsibilities

• Build and maintain strong relationships with Microsoft partner account and sales teams and Citrix regional sellers.
• Coordinate target customers, shared priorities, and strategic opportunities across both organizations.
• Facilitate field-to-field engagement and remove friction to speed execution.
• Champion a unified value proposition and joint solutions for customer challenges.
• Activate co-sell opportunities and ensure sellers understand positioning.
• Identify whitespace, prioritize accounts, and drive consistent pipeline generation.
• Track, influence, and accelerate joint deals across Enterprise accounts with sales leadership.
• Engage in key customer cycles to reinforce joint value and support deal progression.

Skills

Strategic alliances

Cross-functional leadership

Executive presence

Co-sell motions

Relationship building

Pipeline acceleration

Customer-centric selling

Microsoft partnership experience

Education

Bachelor’s degree

Job description

Overview

We are seeking a Senior Principal Partner Alliance Manager to join our global alliances organization. In this role, you will serve as the connective force between Citrix and Microsoft alliance, ensuring alignment, clarity, and consistent execution across both organizations’ field teams. Your focus will be on driving joint customer engagements, accelerating pipelines, and delivering measurable revenue impact through coordinated partner motions.

This position is ideal for someone who excels at building cross-functional relationships, orchestrating joint account strategies, and turning partnership intent into tangible customer and commercial outcomes.

Key Responsibilities

Drive Alignment Across Field Teams

• Build and maintain strong relationships with Microsoft partner account and sales teams and Citrix regional sellers.

• Ensure both organizations are coordinated around target customers, shared priorities, and strategic opportunities.

• Facilitate effective field-to-field engagement and eliminate friction that slows down execution.

Accelerate Joint Customer Opportunities & Pipeline

• Champion a unified value proposition that demonstrates how Citrix and its strategic partners jointly solve customer challenges.

• Activate high-value co-sell opportunities and ensure both sellers understand where and how to position joint solutions.

• Work with alliance account teams to identify whitespace, prioritize accounts, and drive a consistent pipeline generation motion.

Drive Revenue & Closed-Won Outcomes

• Partner with sales leadership to track, influence, and accelerate joint deals across Enterprise accounts.

• Engage directly in key customer cycles to reinforce joint value, build trust, and support deal progression.

• Ensure successful execution of co-selling strategies that lead to predictable, scalable revenue growth.

Partner & Channel Collaboration

• Support partner go-to-market activities by reinforcing joint messaging across partners, distributors, and system integrators.

• Ensure joint offerings are embedded into partner solution plays, account plans, and field conversations.

• Educate partners on how Citrix enhances and complements their portfolio to unlock more opportunities.

Field Enablement & Program Execution

• Lead enablement programs, workshops, trainings, and customer/partner events that highlight the strategic alignment between Citrix and key partners.

• Equip field teams with repeatable plays, clear positioning, and joint win stories to drive consistent execution at scale.

• Build and operationalize programs that create sustained pipeline and revenue impact.

Insight, Intelligence & Strategic Guidance

• Stay informed on partner strategies, priorities, and customer trends to ensure Citrix stays aligned and relevant.

• Provide ongoing feedback to Citrix leadership on field needs, competitive insights, customer blockers, and partnership opportunities.

• Influence internal and partner stakeholders to strengthen the overall alliance and accelerate business outcomes.

Qualifications

• Bachelor’s degree required; postgraduate qualifications are a plus.

• Experience working with or within major global technology companies as a strategic alliance or partner manager.

• Proven track record influencing cross-functional account teams and driving co-sell motions.

• Outstanding communication, relationship-building, and executive presence skills.

• Strong business acumen with the ability to connect customer needs to joint value propositions and commercial outcomes.

• Demonstrated success in driving pipeline growth, accelerating deal cycles, and contributing to closed-won revenue.

• Ability to thrive in a fast-paced, matrixed environment and lead without direct authority.

• Experiencing working at or with Microsoft is a plus.

Summary

This role is all about creating impact through alignment, connecting Citrix and Microsoft field teams, activating joint customer opportunities, and ensuring those opportunities translate into pipeline, revenue, and closed-won success. You will be the field-facing ambassador for strategic partnerships, driving execution that advances shared growth goals across regions.

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: $203,903-$305,855 All other locations fall under our General State range: $178,862-$268,294 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.

Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.

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.