Principal Account Technology Strategist

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 a deep understanding of the industries in which their customers operate, including key trends, challenges, and regulatory environments. 

• Take ownership of outcomes, holding themselves and others accountable for delivering 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 and drive projects and initiatives outside the ATS organization that help drive GTM strategies, product development, and direction. 

• Provide thought leadership across multiple technologies to help customers reach the most value from their investments in our technology. 

Qualifications (knowledge, skills, abilities)  

• Understanding Citrix'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

• 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 communication 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