Commercial Portfolio Director - Cloud Software Group
Remote, CA 94304
About the Job
About this team:
Citrix -- the recognized leader in VDI, Desktop-as-a-Service and application delivery solutions -- empowers enterprises of all sizes and industries to enable secure hybrid and remote working, from anywhere, using any device. Our platform delivers high-performance user experience, zero trust security and operational cost efficiency regardless whether customers require cloud, on-premises or hybrid deployment. By joining our team, you'll have the opportunity to build cutting-edge solutions for 100 million people worldwide to securely access their desktops, applications and SaaS and web apps.
About this role:
As a member of the Commercial Portfolio team, your responsibilities will include creating strategic engagement plans to be provided to the applicable sales account teams to fulfill and build on. Depending on the opportunity needs, your role may be client facing, where you will be expected to manage the end to end Deal Cycle for strategic, large, complex or highly competitive deals. For this, you will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure.
This highly visible role will align with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of Cloud SG services, and reduce revenue churn in all its forms.
You will work collaboratively to drive results by partnering with Cloud SG customers, Cloud SG field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions that drive value awareness to open revenue growth situations.
Primary Duties/Responsibilities
Create Strategic Engagement Plans that include 360° view of the account across the Cloud SG portfolio, alignment of opportunities to the contractual beachhead, and contract analysis to identify leverage opportunities for negotiation
Play both supportive and leadership roles in negotiations and customer closure for strategic, large, complex or highly competitive deals.
Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
Drive revenue growth and stickiness of services, i.e. move to subscription
Closely collaborate with key stakeholders across the organization for North American regional sales teams, and related regional and global stakeholders (Service Teams, Engineering, Finance, Legal, etc.)
Act as a trusted advisor in the development of the commercial strategy of deals with Cloud SG Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities
Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes
Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
Lead or support presentation of deal proposals to Customers
Basic Qualifications
15+ years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure
15+ years of experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals
Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)
Preferred Qualifications
Advanced degree
Understanding of the technology ecosystem
Fluency in English required, multilingual a plus
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance. NYC generally ranges; $263,578-$292,864 CA generally ranges; $275,037-$305,597 All other locations fall under our General State range; $229,198-$254,664 Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
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.