Managing Director WW Marketplace Go-To-Market

Citrix Systems Inc. , TN

Posted 2 months ago

We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device: YOU!

What we're looking for:

You thrive in building relationships and put customer and partner outcomes first. You are strategic with the ability to manage multiple priorities with internal and external groups. The Managing Director, WW Marketplace GTM leader, is responsible for building the Citrix marketplace strategy across multiple sales channels and driving its execution. The position is responsible for developing go-to-market plans to drive sales with an aligned plan across Citrix, hyper Cloud, and 3rd party marketplaces to deliver incremental revenue for Citrix. It will require a strong understanding of managing complex selling motions and multi-channel interactions, navigating channel shifts and optimized results. The leader will engage with cross-functional teams across the company and with the relevant marketplaces to meet the needs of our customers and partners.

Summary:

The Managing Director, WW Marketplace GTM role, requires an experienced leader with a proven track record of business development, partner ecosystem and sales experience. You must have strong, comprehensive knowledge of public and private Marketplaces and experience driving outcomes with customers and partners in large, complex accounts, as well as Marketplace selling at scale and volume. Experience in define strategy, develop the business plan and drive execution with each of the Geographies using your strong operational knowledge. You bring a maturity and comfort in dealing with senior executives to shape and align the strategic agenda of Citrix, marketplaces, and our partner ecosystem.

What You'll Be Doing:

  • Build the Citrix Marketplace GTM and sales strategies by leveraging industry best practices for interaction and success across multi-channel.

  • Meet the needs of customers, by creating a simpler customer-led journey, clear, transparent, and competitive pricing plans, strong and speedy tech support, clear and detailed documentation, and a complete outstanding set of high value offerings.

  • Collaborate with a virtual team responsible for offering design, product readiness, aligned pricing and compensation, sales motions, marketing, incentives, training, and enablement.

  • Manage sophisticated buying cycles and design creative, customized ways to support deals for large accounts, ensuring optimized contracts and incentives for both the customer and partner in the marketplace

  • Operationalize GTM plans with each Geography to drive revenue, new and incremental pipeline, and business. Plans will include joint vision, goals, and value proposition, joint selling targets and desired outcomes including engagement process, execution, and overall success for the identified initiatives within the Geos.

  • Establish key executive relationships throughout different business units and organizations (Offerings, Sales, CTO leads, Industry) as well as maintain regular engagement and relationships with key stakeholders throughout Citrix and our partners engaged in the Marketplaces.

  • Track and analyze data being received through marketplaces and provide insights to pricing team and product team

  • Monitor and adjust marketplace requirements based on customer feedback of products in the marketplace working with the respective functions to continuously improve customer scoring.

  • Develop a deep understanding of WW Partner business strategies, goals, customers, and workforce to define direction and outcomes for marketplace across all routes to market

  • Work cross-functionally with Marketing, Sales, Product, Engineering, IT, Architects and Partner teams to develop Go-to-Market motions required for success.

  • Achieve quarterly joint selling targets and performance results for identified initiatives.

  • Lead regular business reviews with our Marketplace team and partners to build the ongoing relationship, provide proactive support, and collaborate on outstanding offerings and marketing activities.

Basic Qualifications:

  • Bachelor's Degree or equivalent experience

  • 10+ years of partner management, business development, and/or sales experience

  • Availability and willingness to travel to partner meetings and industry events as needed

Qualifications:

  • 5+ years of experience working in a selling capacity is highly preferred.

  • Successful track record of growing revenue from global partner relationships through enablement and tracking activities.

  • Strong verbal, written and presentation communication skills with experience presenting at partner events, both in-person and online. Passionate, results driven, motivated, resourceful, and creative problem solver and standout colleague.

  • Adept at working against tight deadlines in a fast-paced, high-growth environment keeping a keen eye on detail and accuracy.

  • Ability to set priorities, focus on details and empower internal and external teams to deliver agreed upon goals.

  • Ability to be the "first" to do something in Citrix or a partner and be comfortable leading the way as well as taking ambiguous directions/approaches and turn this into clear impactful execution.

#LI-TJ

What you're looking for:

Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It's a simple philosophy that guides everything we do - including how we work. If you're in sales, we'll help you make your numbers and a difference with a brand you can believe in. We want employees to do what they do best, every day.

Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.

Functional Area:

Sales Management

About us:

Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we're all about. The Perks: We offer competitive compensation and a comprehensive benefits package. You'll enjoy our workstyle within an incredible culture. We'll give you all the tools you need to succeed so you can grow and develop with us.

Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications.

Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at https://www.citrix.com/about/legal/privacy/citrix-recruitment-privacy-notice.html

Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at ASKHR@citrix.com for assistance.

If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.

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Managing Director WW Marketplace Go-To-Market

Citrix Systems Inc.