Director - Channel Sales - EMEA - Citrix - Paris


Job description
Position Summary
Citrix is a leading provider of virtual computing solutions that help people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. Citrix solutions pave the way for business to thrive in the cloud era, embracing mobile users, personal devices, wireless access, app stores, SaaS, and cloud infrastructure. We’re currently looking for a Director, Channel Sales to join our team in EMEA.
Location: Any major Citrix EMEA Sales hub (UK, Germany, France, Schaffhausen )

Position Summary
As a member of the EMEA management team, the Director Channel Sales will be responsible for building and executing channel/partner marketing programs that support Citrix business initiatives to drive demand and deliver Citrix revenue and targets across all products and services. The ideal candidate will have a broad knowledge of the IT industry, Software industry and SaaS specifically relating to the channel strategies across the region.
The Director Channel Sales will manage a team of country channel managers across the EMEA region and will have primary responsibility for the channel/partner strategy and alignment, channel campaigns, new channel relationships, channel pricing models and channel sales. He/She will also be responsible for educating and motivating the Citrix sales organization to increase the channel sales in their territories.
In addition to understanding Citrix competitor’s partner strategies, the role requires close engagement with the Citrix Sales Organization, Channel partners and Citrix customers to understand the customer requirements. He/she will translate this information into channel marketing programmes tailored to meet these requirements. The Director Channel Sales will build an EMEA roadmap of suitable channel marketing campaigns to drive demand and sales for Citrix products and services.

Qualifications and Requirements
Citrix is looking for a leader who has a depth of experience in the channel/partner sales, with proven experience of working across the EMEA region and creating and implementing an EMEA Channels strategy; increasing product sales through the channels, segmenting the customer base; streamlining the channel partners; and creating a world class channels team.
The key challenges for the role include:
Team and Leadership
Work with the Area Vice Presidents across the region to create and drive the channels strategy within each country and across EMEA as a whole. The successful candidate will complete an assessment, realignment and transformation of the current Citrix channels team and partners to ensure alignment with the strategy and product plans. The successful candidate will have the ability to drive the change quickly and efficiently while ensuring the changes are aligned with the Citrix culture.

Market Analysis and Channels Strategy
Create an EMEA wide channels strategy based upon in-depth market analysis to segment the customer base; align accounts (LE and SME) to the appropriate partner; create partner incentives and programmes to drive product sales; and refine the partner relationships across the region. He/she will help to reshape the team to improve the channel interface and drive sales. The successful candidate will develop a methodology for partner relationship management and build the processes necessary to provide visibility into the ‘partner pipeline’ which mirrors the Citrix sales process.
Revenue, Product and Profit
The objective for the region is to grow from $200m-$500m in revenues with the channels representing 50% of this goal. The individual will work closely with the Area Vice Presidents of each country and the channel partners to incentivize the sales team and channels to increase product sales through the partners/channels. The objective is to increase the virtualization market and drive SaaS penetration in both the Large Enterprise and Small and Medium business customers. The Director, Channels Sales and Strategy EMEA will create business tools to report and measure channel performance and effectiveness across the region and within each country.

Stakeholder Management
The Director EMEA Channels will work with the VP WW Channels Strategy to align the EMEA strategy to the global plan. They will also ensure the Area Vice Presidents of each country ‘buy in’ to the overall EMEA strategy and are committed to the execution of the plan. He/She will be a natural relationship builder and ensure there is alignment across the region.
THE PERSON
The successful candidate will be a Channel Sales expert who is capable of creating a strategy, plan and delivering results. He/she will have demonstrated experience of working with and have a network of partner and channel relationships across the EMEA region. The individual will have the ability to work at the highest levels and yet be hands–on and detail oriented. Someone who has a high flexibility scale and is comfortable in an ambiguous, fast moving environment and thrives on transforming a business and achieving results. The individual will have excellent communications, leadership and operational skills gained as a result of working in both large corporates and in high growth companies.
Essential attributes therefore include:
· An inspirational leader who creates channels focused culture with proven ability to analyze the current channel partners and consolidate where required as well as expand accordingly. Someone who can motivate the sales team to work with the channels to sell new products and services and increase revenues through the channels.
· Demonstrated ability to lead a geographically dispersed channels team with existing relationships with channel partners across EMEA.
· A delivery oriented and focused, sales driven manager capable of working at management board level with a record of consistent achievement.
· Proven ability to create channels oriented culture within a diverse geographical team while being completely aligned with the quarterly pressures of a US HQ organization.
· Multi-cultural, international by experience and inclination, and fully able to manage in a diverse, high growth and fast moving corporate environment.
· A team player who can create a strategy and drive a plan with complete global stakeholder support and ensure the execution is aligned with the Citrix culture.
· Executive with knowledge of and depth of experience in, leading a transformation of channels organization and increasing revenues, ideally with knowledge of the ERP, SaaS, and networking hardware industry.
· Strong customer orientation, excellent communication, leadership and interpersonal skills.
Apply Now - Resume or CV with Job Post Title
Email: jobs@aarenconsultants.in

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