Principal Account Technology Strategist

Position Summary

More than 100 million users worldwide 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 by leveraging our software franchises for and across data, automation, insight, and collaboration.

The Principal Account Technology Strategist (ATS) is responsible for strategic technical engagement with our customers' business and IT decision-makers. They are a vital resource for customers, partners, and fellow team members working together to solve business problems for the world's largest companies. Leading the end-to-end customer journey as a trusted advisor, the Principal ATS will develop a Cloud Software Group (CSG) technology roadmap to achieve customer's business and IT goals, identify opportunities that increase value creation, provide technical expertise that informs and impact sales execution, develop value propositions essential to increased customer consumption and adoption, and utilizing a superior customer focus to facilitate ongoing partnership and customer retention. As a Principal ATS, you will seek to forge new and innovative technology solutions that can be implemented and adopted to solve complex business problems for some of the world's largest organizations.

Primary Duties/Responsibilities

• Develop strategic partnerships and build trusted relationships with customers, technical stakeholders, and decision-makers, typically at senior levels across the customer's organization

• Fully integrate with customers, maintaining essential relationships across all levels 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.

• Provide technical thought leadership and articulate industry trends and insights, serving as a trusted technology advisor both internally and externally.

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

• Overcome 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 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.

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

• Manage various customer concerns, from licensing to wide-scale product needs, and coordinate with internal senior leaders and SMEs to ensure seamless service and resolution.

• Conduct regular case reviews, anticipate issues before they arise, 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.

• Serve as an external spokesperson and evangelist for the company's vision and associated technologies.

• 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 at an executive level 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."

• Provide thought leadership for the team, providing feedback and ideas on best practices

• An experienced leader on the team, responsible for creating and sharing innovative use cases and go-to-market strategies, continuously adapting to and capitalizing on changes in the tech industry.

• Capable of mentoring and leading other ATS professionals, fostering a culture of collaboration, innovation, and continuous improvement.

• Strong ability to work across different departments (e.g., sales, product development, marketing) to align efforts and drive strategic initiatives.

• Quickly adapts to changes in the technology landscape, using them as opportunities to create new business value for customers.

• Possesses a deep understanding of the industries in which their customers operate, including key trends, challenges, and regulatory environments.

• Take ownership of outcomes, holding themselves and others accountable for delivering commitments and achieving strategic goals.

• Proven track record of driving significant revenue through strategic upselling, cross-selling, and new business development

• Expertise in aligning technology solutions with the customer's broader business strategy, ensuring that technology investments drive tangible business outcomes.

• Assist and drive projects and initiatives outside the ATS organization that help drive GTM strategies, product development, and direction.

• Provide thought leadership across multiple technologies to help customers reach the most value from their investments in our technology.

Qualifications (knowledge, skills, abilities)

• Understanding 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, and a proven "forward thinker."

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

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

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

• Ability to evaluate and develop the existing teams and reshape them as necessary while mentoring and inspiring the team

• Track record of consistently delivering revenue numbers and supporting accurate forecasts while maintaining a focus on team development and growth

• Ability to work independently with limited oversight

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

• Excellent oral and written communication 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

• 10+ 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 to customer sites, corporate offices, and events

• 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