North American Commercial Leader

North American, European Commercial Leader

Welcome to the Channel team at Citrix! We are a team in motion, supporting Citrix's revenue growth by managing relationships with partners and distributors.We work hard to keep the business attractive to current and potential partners.We are relationship builders who set tough yet attainable goals while monitoring and rewarding performance toward those goals. We are are data fluent and work diligently to foster the best possible outcomes for both Citrix and our channel partners in the pursuit of excellence.

Are you one of us?

About the Role

In January of 2025 we announced a new strategic mid-market and sole distributor agreement with global technology provider Arrow Electronics, Inc. As of March 3, 2025, Arrow will assume responsibility for exclusively servicing the Citrix mid-market and SMB business in North America and Europe. Beginning on June 2, 2025, Arrow will serve as the sole Citrixdistributor for all channel partners in North America and Europe.

This new channel partner-driven go-to-market model for mid-market and SMB Citrix customers ("Commercial" customers) opens greater growth opportunities and more flexibility for Citrix channel partners within that ecosystem. Moving forward, when engaging in these mid-market and SMB accounts, channel partners in these territories will work exclusively with Arrow. When engaging in enterprise accounts, channel partners will continue to work with Citrix, with Arrow serving as the distributor.

Customers will continue to receive support and software maintenance from Citrix. This arrangement enables Arrow to add new channel partners who can benefit from greater regional presence and flexibility during the buying process.

To ensure the success of this new agreement and the continued alignment between Citrix and its channel partners supporting Citrix enterprise accounts, Citrix will also be making an incremental multi-million dollar investment in partner-dedicated technical resources and channel partner support teams. You will be an instrumental player on that team.

Primary Responsibilities

We are seeking an experienced channel leader to manage and grow the North American relationship with Arrow.Can you:

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  Build relationships:Build and cultivate relationships within our most strategic partner, including owning the executive relationship and communication. Retain and grow partner loyalty and commitment. Manage engagement and coordination within the partner at all levels of the organization.
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  Coordinate with Cross Functional Teams:Collaborate with cross-functional teams across both organizations within marketing, sales and operations to leverage insights that build partner intimacy and go-to-market efficiency.
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  Facilitate training and support: Build the appropriate plan, engage the proper stakeholders, and orchestrate the Citrix training and enablement support for technical, sales, and operational Arrow team members via shared servicesCitrix team members, like those within our Account Technology Strategist organization.
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  Monitor performance:Track and analyze partner performance across the defined metrics to understand progress toward goals. Key areas of focus and understanding include, but are not limited to, customer retention, acquiring new customers, and license retention.
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  Accountability for Business Plan: Manage the existing business plan and contractual agreements, collaborating with virtual team members responsible for attainment/success.
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  Process and System Execution from Quote to Cash: Identify and ensure the entire quote to cash systems and processes between Citrix, Arrow and the end customer are optimized and efficient, engaging resources as necessary for success.
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  Defining Success Criteria, Measurement and Cadence: Eagerly monitor and review key success criteria. Provide regular, and most importantly, proactive feedback to Citrix leadership on the key trends and the forward-looking progress.
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  Collaborate Internally:Work with the sales, marketing, information technology, sales operations, and product development teams to align strategies.
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  Make Enterprise Transactions Work: Facilitate and align with the Citrix Enterprise teams to enable the smooth and simple flow of transactions through Arrow for the Citrix Enterprise customer base.

Qualifications

• 6-10 years in leadership in partner management and/or sales leadership.
• Understanding of partner ecosystems, including channel partners and service providers, the IT vendor competitive landscape and related partner programs, along with familiarity with the global IT software industry.
• Excellent communication and presentation abilities, capable of engaging executive-level stakeholders.
• Understanding of Enterprise software sales.
• Willingness and ability to travel as required.

Preferred Qualifications

• Prior experience with a fast growth $1B+ technology company.
• Exceptional business acumen and understanding of partner business models with channel expertise in 1 Tier, 2 Tier, Service Provider and Distribution Routes to Market.
• Experience working in high-performance virtual teams to consistently deliver high impact results.
• Focused on doing what's right for the business. High energy with contagious enthusiasm. Willing to take on the tough projects and challenges to support growth of the business.
• Clear and genuine communicator with executive presence and excellent relationship building skills who encourages trust and credibility with all levels of individuals, both inside and outside the company.
• Approaches problems in a rational manner using sound strategies that ensure effective resolutions.
• Effective working in an unstructured, collaborative environment requiring creative approaches. Able to see the big picture while also being hands-on and in the details.
• History of exceeding sales quotas and driving revenue growth in technology sales.
• Demonstrated ability to present technical content to general audiences.
• Ability to handle multiple concurrent projects and drive initiatives in a cross-functional environment.
• Some ability to understand cultural and geographic differences in global strategy implementation.
• Demonstrated past success in meeting demanding schedules and making tradeoff decisions when needed.
• Experience and knowledge of Citrix, our competitors, along with Arrow.
  

Education

• Bachelor's Degree preferred but not required

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, HR directly via (954) 229-6896 or email at AskHR@cloud.com for assistance.