Senior Director, Account Technology Strategists

Position Summary  

More than 100 million users around the globe rely on Cloud Software Group (CSG) to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed and sovereign cloud environments. We enable our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight and collaboration. 

The Account Technology Strategist (ATS) Senior Director is responsible for leading a team of ATS’ within a designated area or territory.  The ATS role is both a leader and trusted advisor, guiding the end to end customer journey and is responsible for strategic technical engagement with our customers’ business and IT decision makers.  Reporting to the SVP of customer success, the ATS Senior Director role is responsible for aligning go-to-market strategy with activities and resources to technically support the annual sales plan. The role will be responsible for ensuring that the customer health, modernization, adoption, and retention outputs continual and sustainable ARR growth in the area or territory.   

Primary Duties/Responsibilities  

• Leads by example for the ATS team, demonstrating the values, activities, behaviors which exemplify an ideal ATS. 

• Work with individual team members on personal development plans and challenge them to grow in their careers. 

• Monitor team’s performance and drive individual results. 

• Understands Enterprise customer use-cases and can identify business drivers 

• Coaches the team to architect, design, build, and deploy secure enterprise solutions for customers mapped to use-cases and business requirements. 

• Develop strategic partnerships and build trusted relationships with customers, technical stakeholders and decision makers 

• Provide technical thought leadership and insights of CSG products,  industry trends and their relevance to our customers 

• Assist with overcoming technical and competitive objections and accelerates the technical evaluation component of the sales cycle 

• Accountable for driving the progress of Technical Sales Plays within their assigned territory 

• Ensures their teams' Account insight is evergreen in Citrix CRM systems and meets expectations that have been set. 

• Partners with the aligned Sales leadership to ensure tight collaboration between the sales and technical sales functions for outstanding results 

 Experience/Skills  

• Understanding of CSG’s competitive domain and technologies. 

• Broad understanding of the following:  

• DaaS / VDI 

• Applications 

• Enterprise Browser 

• Enterprise Mobility Management 

• Networking 

• Enterprise Security 

• Data Management  

• Data Analytics 

• Strong understanding of business processes and their implementation into enterprise applications 

• Analytical and negotiation skills, particularly at the C-level 

• Ability to work independently and in a strong team environment, and to deliver on detail as well as strategy 

• Excellent oral and written communications skills, as well as excellent presentation skills 

• Possesses a high level of specialized sales and product solution knowledge 

Requirements (Education, Certification, Training, and Experience)  

• Bachelor’s degree or equivalent experience required 

• 7+ years of Sales Engineering Management, or equivalent, with a consistent track record of successful sales growth and development. 

• Significant experience of direct or indirect management with extensive experience managing teams in a presales environment 

• Ability to travel within assigned territory 

• Ability to work in and successfully navigate complex and matrixed organizations 

• The following certifications are beneficial but not required 

• Citrix Certified Expert Virtualization (CCE-V), Citrix Certified Professional – Virtualization, Citrix Virtual Apps and Desktops Service on Citrix Cloud Certified (CC-VAD-CC), Citrix Virtual Apps and Desktops Service Integration with Microsoft Azure Certified (CC-VAD-MA) or Virtual Apps and Desktops Service Integration with Amazon Web Services Certified (CC-VAD-AWS) 

• Microsoft Certified Azure Administrator, or Azure Solutions Architect 

• AWS Certified Cloud Practitioner 

• Google Associate Cloud Engineer 

• Updated Security Certifications 

Physical Demands / Work Environment  

• Ability to travel approximately 50% of the time