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Principal Program Manager, Deal Desk Consultant

Company: Citrix Systems
Location: Raleigh
Posted on: June 19, 2019

Job Description:

We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping 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. We empower the original mobile device: YOU! Location: Raleigh Requisition: R17280 Principal Program Manager, Deal Desk Consultant (Open) Job Posting Title: Principal Program Manager, Deal Desk Consultant Job Description: This primary role is for a Deal Desk Consultant, to provide expertise in packaging, pricing and optimizing key, large transactions working with the Sales teams. This role will be given direction and can in some cases act in place of the Director of Strategic Deal Desk in AMS. This role is intended to drive early customer engagement around deal structuring, key levers and negotiating tactics. The role will work with clients as assigned across the AMS GEO. This role is also focused on proliferating Best Practices to drive optimized financial outcomes for Citrix while also yielding a satisfied client outcome. This position will work closely with our software license compliance organization (CLAS) as well. Strategic Deal Desk will drive the convergence of various roles and responsibilities (i.e., Sales, Sales Operations, Legal, Finance, etc.) to streamline our sales execution motion, drive global consistency and improve margins for Citrix. Strategic Deal Desk will interact with internal teams, auditors and customers, including C-level, to derive competitive insights that can then be used more broadly with clients with the objective of aligning to customer value and driving a maximized lifetime customer revenue outcome. The role will be key to execution of a new customer financing program in AMS, a critical new selling tool that Citrix now has at its disposal. Primary Duties / Responsibilities - Defines, develops, evaluates and oversees the implementation of pricing models and strategies designed to optimize revenue, market share, brand positioning and long-term profits. - Partners with Sales/Marketing and Business Development, Finance and other key stakeholders to correctly position product portfolio and establish pricing programs aligned with product/sales strategy and revenue recognition requirements. - Monitors the ongoing business environment to ensure competitive pricing/market position and directs the development and analysis of pricing models and projections. - Drives transactional pricing and customer negotiations. - This role entails working closely with internal departments (Sales, Sales Operations, Legal, Finance, etc), customers, and third-party vendors. - This role requires interaction including negotiations with Citrixs most important customers including C-Level clients. - This position will be responsible for developing customer candidates for software assessments, with the input from Citrix sales executives. This involves providing recommendations, and oversight to determine which customers may be at risk of non-compliance. - Interprets complex license and agreements. - This role will team closely with the account reps and over time will become a knowledge agent of our clients key business drivers. Qualifications (Knowledge, Skills, Abilities) - In depth knowledge of competitive pricing models, negotiation strategies and customer engagement. - Strong background in Complex Deals, Accounting, Finance and Sales - Proven ability to comprehend and interpret complex licensing issues with specific experience of software license agreements - Proven experience with executive level communication and negotiations - Ability to develop a deep understanding of the companys products and technical aspects of installation, audits, and entitlement reviews. - Ability to sufficiently understand contracts, technical data, and Intellectual Property to convey information in a manner that all can understand. - Ability to work on many deals simultaneously, handling adversarial conversations in a firm but calm manner. - This role is demanding, involves multiple stakeholders, and requires negotiation and critical thinking skills. - Exceptional organizational and project management experience. - Ability to work independently in a fast-paced environment. - Strong interpersonal, leadership, technical and communication skills, and the ability to influence stakeholders and foster a co-operative work environment and work effectively with a wide range of cross functional stakeholders in a diverse community - Strong presentation skills across multi-media - Ability to exercise good judgment in evaluating situations and making decisions - Functional/Technical Requirements (include education, certifications, and training) - Bachelors or Masters degree in Business, Finance or Accounting preferred - 7+ years of related experience supporting a sales organization in technology company or related complex org preferred - Strategic entrepreneurial thinker, able to translate business strategy to support function Functional Area: Deal Desk About us: Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what were all about. The Perks: We offer competitive compensation and a comprehensive benefits package. Youll enjoy our workstyle within an incredible culture. Well give you all the tools you need to succeed so you can grow and develop with us. Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications. Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at ********************************************************************************* Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at ************** or email us at **************** for assistance. If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.

Keywords: Citrix Systems, Burlington , Principal Program Manager, Deal Desk Consultant, Executive , Raleigh, North Carolina

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