About the Role:
Citrix solutions are in use at nearly every large company on the planet. We enjoy trusted relationships within IT Infrastructure, Networking, and End User Computing teams. The objective of this role is to work with existing account teams and the Security Technology Strategists to expand relationships with our customers’ cyber security teams and wider cyber security stakeholders, including governance, risk and compliance, DevOps / SecDevOps and identify opportunities where Citrix security solutions can improve the efficacy and efficiency of customer security programmes.
Working with the Citrix account teams, the Security AE will network with CISOs and their organisations, Dev/SecDevOps, GRC, Networking and Infrastructure including NetSec, as well as End User Computing to expand customer relationships and account coverage, to carry a unified message toa wider group of stakeholders that will realise value from the Citrix Platform. This role is designed to increase customer awareness and adoption of the security elements of the Citrix Platform across the assigned territory.
Primary Responsibilities:
- Work with Citrix account teams on strategy and alignment around Citrix security products
- Increase awareness in the security community about Citrix security solutions including secure application access / delivery, enterprise browsing, identity management, observability and performance & security monitoring and more as Citrix seeks to expand its portfolio through organize development and/or acquisition
- Gain access, build relationships, and establish credibility with key stakeholders / decision makers and influencers in the designated territory to drive adoption of Citrix security solutions
- Discuss security trends, concerns, and potential solutions clearly and concisely to an audience with varying levels of technical expertise
- Develop value-proposition presentations and specialised business plans for customers that drive business outcomes to generate business and new opportunities for further adoption of Citrix cyber security capabilities
- Develop, test, and fine-tune security sales plays initially focused on our priority initiatives targeting low-hanging fruit – customers where we identify a need we can fulfil easily to get traction
- Gain a deep understanding of the unique Citrix value proposition and the competitive landscape
- Demonstrate a strong understanding of customers' businesses and the direction of the industry, to be seen as trusted
- Understand our customers’ security technology footprint and strategy, business drivers and landscape, and strategic plans whether that’s growth, cost cutting, consolidation and more
- Build and maintain relationships with executives and business and technical decision makers at high levels of the customer's organisation to establish alignment on mutual goals and trust in future interactions
- Advocate on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed
- Orchestrate internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support key to adoption and consumption of Citrix security solutions
- Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales / adoption
- Develop plans to offer solutions that satisfy customers' KPIs and align the right partner solution for customer industry needs
Job Qualifications
- 10+ years of experience with software and solution selling
- 5+ years experience selling security solutions
- Experience establishing trusted relationships with current and prospective clients and other teams
- Experience producing new business and establishing credibility in the security community
- Proven track record of success in driving customer adoption of security solutions
- Demonstrated ability to use value based consultative selling
- Experience with advanced Account Planning techniques, including the development, execution and tracking of short- and long-term account objectives, customer goals and action steps
- Objection Handling & Negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors' solutions
About Us:
Citrix and TIBCO recently merged to create Cloud Software Group, now 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 diverse lived experiences, 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 at (800) 424-8749 or email us at AskHR@cloud.com for assistance.
