The Senior Account Technology Strategist (ATS) plays a crucial role in engaging with our customers' business and IT decision-makers, focusing on aligning Cloud Software Group’s (CSG) technology solutions with the customer's goals. As a trusted advisor, the Senior ATS will support the customer journey by developing a technology roadmap that addresses business and IT objectives, identifying opportunities for value creation, and providing technical expertise to guide sales execution. This role emphasizes building strong customer relationships, developing value propositions that encourage customer consumption and adoption, and ensuring ongoing partnership and customer retention. As a Senior ATS, you will work to implement technology solutions that address business challenges and drive success for a diverse range of organizations.

Primary Duties/Responsibilities 

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

• Fully integrate with customers, maintaining essential relationships through regular and consistent communication.

• Possess a comprehensive understanding of customers’ highly dynamic and constantly changing environments and create strategic plans that align with customers' future goals.

• Orchestrate technical engagement and resources to ensure customer needs are met, navigating a landscape filled with various technologies and compatibility factors.

• Assist with overcoming technical and competitive objections, accelerating the technical evaluation component of the sales cycle.

• Assess the potential application of products to meet customers’ business needs and demonstrate the value of solutions provided, ensuring high customer satisfaction and minimizing churn.

• Conduct product demonstrations and technical presentations remotely or at customer locations, driving adoption and consumption in collaboration with Customer Success and other internal stakeholders.

• Engage in continuous discovery, bringing in resources such as SAs, PSEs, and PMs for demonstrations and discussions on new features, and adjust strategies as needs and goals change.

• Coordinate complex, multi-product proof of concept solutions for customer evaluations as part of a sales engagement process.

• Manage various customer concerns, from licensing to support issues, and coordinate with internal teams and consultants to ensure seamless service and resolution.

• Conduct regular case reviews, address potential problems identified with trending analysis, and consistently engage with customers to ensure their environments are running optimally.

• Keep thorough records of all customer interactions, current use cases, potential future use cases, overall technical strategy, and any projects in Salesforce, ensuring preparedness for internal reviews and updates to leadership.

• Provide regular and efficient updates on assigned accounts to Sales and Sales Engineering management, consistently contributing to the broader team’s technical mindshare.

• Present and communicate effectively to multiple customers and prospects.

• Own or collaborate on initiatives impacting their immediate sales area, such as go-to-market strategies, and positively influence sales opportunities beyond their own assigned account set.

• Maintain a solid understanding of competitive technologies and how to position to “win.”

Qualifications (knowledge, skills, abilities) 

• 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

• Passion for technology and innovation

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

• Ability to quickly grasp and distinctly explain technological and business concepts

• Ability to work mostly independently under limited supervision 

• Prioritizes and manages many diverse tasks, objectives, and risks

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

Requirements (Education, Certification, Training, and Experience) 

• Bachelor’s degree or equivalent experience required

• 4+ years of technical customer service experience in high-tech, indirect sales, and/or  procurement environments with a record of success in driving customer adoption of technology

• Ability to travel 

• 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

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; $116,296-$145,370 CA generally ranges; $121,353-$151,691 All other locations fall under our General State range; $101,127-$126,409 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.

Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.
 

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.