Our client is a small, rapidly growing software company with a very "hot" offering. We are seeking a driven candidate with strong initiative and a proven track of field sales engagement experience focused on working with Citrix in a program management, business development, or alliance manager role. If you are one that has this specific experience interface with sales organization in go-to-market, joint value proposition type activities to help drive revenue then this is your opportunity to join a hot company that is in acceleration mode!
Position title: Director of Alliances-Citrix
Location: San Jose, California Bay area
The Director of Alliances-Citrix is responsible for business success & alignment between the company and Citrix. This position drives company revenue by ensuring program and product alignment across product development, marketing, and sales between the two companies. The individual will own the joint business plan and build company awareness of vendor corporate and field organizations, and ensures the field organization is fully prepared to engage in joint sales activities
Position responsibilities:
Field
o Train field sales on joint value proposition and marketing programs between the company and vendor
o Communicate across core team to ensure unified messaging
o Lead and participate in training efforts at field events
Business
o Design, build and drive to completion end-to-end go to market partner plans
o Own/develop joint materials – whitepapers, positioning papers, blogs, opinions, etc.
o Build strong, personal business relationships with vendor counterparts
o Meet with vendor counterparts on a regular basis and report progress
Product
o Identify and assess potential opportunities & overlaps – business / technical
o Understand partner vendor technology roadmaps and impact to the company
o Work closely with technology leadership to hone technology alignment
Desired skills:
Recent and direct experience in a role working for or with Citrix is a must. Experience - Strong business and product marketing experience in the Microsoft Business Ecosystem, understands Microsoft/Citrix enterprise technologies and current direction of industry
Relationship Skills – Must have the ability to communicate with all levels of an enterprise customers. Must be able to listen for opportunities as well as potential relationship issues and address them effectively. Must have excellent written skills in the form (especially) of email, but must also understand the importance and effectiveness of picking up the phone or meeting someone face-to-face.
Marketing Savvy – Must understand what the marketing mix contains. Ideally have worked in a Product Management or Product Marketing role at some point in the past. Must be comfortable writing, driving a cross-org / company team to produce results. Has taken products to market. Has built marketing programs and understands channels. Must have experience building and executing on partner go to market initiatives.
Selling Expertise – Must understand the sales process, what a pipeline is and how it's managed. Ideally would have been in sales or part of the selling process in past roles. Must be comfortable working with various field personnel both inside and outside the company. Should understand the deal process, closing and how to produce effective materials and joint programs to achieve them.
Product and Technology Leader – Must be comfortable with Windows Client and Server technology, the development process and especially the markets of server, application and desktop virtualization.
For consideration send cover letter and resume referencing job#CTR222
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