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Partner Account Manager

Bengaluru, KA
Job Code:
  • IT
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Job Details

Apply an in-depth understanding of Citrix products, programs, sales methodology, and licensing to address complex partner issues and questions pertaining to product licensing, product features and program requirements Drive and lead continual training activities which articulate Citrix strategic direction, product and technology roadmaps, requisite sales skills, go-to-market planning, demand creation and monitor resellers progress towards adherence to program requirements Independently develop a plan for overall channel partner sales growth, including the recruitment and certification of new value added resellers in their territory Recruit new prospective partners by driving strategic conversations with senior leaders that address how Citrix can help them achieve their specific selling objectives and solve their customers specific IT challenges Act as a sales coach to influence partners ability to increase their revenue, margin, and asset investment in Citrix programs May act as a mentor to junior team mates Provide thorough and accurate insight into the financial results and forecast of the partners investment in selling Citrix products and services. Has already developed strong senior-level relationships within partners in their territory and leverages those relationships to drive new business through phone and on-site visits. Ensure Citrix is included in Partners' Annual and Quarterly Business Plans to include, but not limited to Organizational Plan, Citrix Sales Plan, Citrix Education Plan, Citrix Marketing Plan Work closely with Sales counterparts to drive the partner to quota attainment, with appropriate product blend Work closely with Channel Marketing to provide project and content coordination in support of partner-driven marketing events With support from marketing & channel strategy resources, present special programs to partners Assess and monitor the business and technical service capability of the partner.Qualifications (Knowledge, Skills, Abilities) Thorough understanding of how partners make money in a channel ecosystem Thorough understanding of how Citrix products create value for customers Thorough understanding of localized technology marketplace and trends Strong level of financial acumen, in order to have business discussions with business people Strong communication, presentation, listening skills Can effectively deliver difficult messages while emphasizing a positive, future-oriented perspective Highly adaptable to changes in business direction, products, and needs both from a partner perspective and Citrix perspective Ability to influence vs. control others Successful track record of relationship / partner management with notable accomplishments Strong analytical and strategic thinking skills Excellent time management skillsRequirements (Education, Certification, Training, and Experience) 9+ years of experience in sales or channel within the High Tech industry, with at least 4 years experience working with sales 4-year college degree or equivalent Preferably owned/worked for alliance partner-type businessCritical Leadership Blueprint Competencies Accountability - Holds teammates accountable for their commitments and helps coordinate team activities to ensure task completion (Stage 2) Communication - Proactively, clearly, and openly shares information and ideas with others; asks for, listens to, and uses feedback and input (Stage 2) Teamwork - Thinks and acts in terms of We, rather than Us vs. Them (Stage 2) Authenticity - Showing a genuine, accessible, and caring side that builds trust, mutual support, and credibility (Stage1) Excellence - Striving to be the best that one can be and to maximize one s own potential in helping Citrix succeed (Stage1) Critical Functional Competencies.
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 9-14


Channel Sales | IT/Telecommunications | Relationship/Account Servicing | Technical Sales
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