Position Summary
More than 100 million users around the globe 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 Lead Account Technology Strategist (ATS) is responsible for strategic technical engagement with our customers business and IT decision-makers. Leading the end-to-end customer journey as a trusted advisor, the Lead ATS will develop a Cloud Software Group CSG technology roadmap to achieve customers business and IT goals, identify opportunities that increase value creation, provide technical expertise that informs and impacts sales execution, develop value propositions essential to increased customer consumption and adoption, and utilize a superior customer focus to facilitate ongoing partnership and customer retention.
As a Lead 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 largest organizations in the world.
Primary Duties and Responsibilities
• Bilingual in French and English to support US and Canadian customers. • Develop strategic partnerships and build trusted relationships with customers, technical stakeholders, and decision-makers typically at senior levels across the customers 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 companys vision and associated technologies. • Provide regular and efficient updates on assigned accounts to Sales and Sales Engineering management, consistently contributing to the broader teams 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.
Thought Leadership and Expertise
• 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, such as 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 deep understanding of the industries in which their customers operate, including key trends, challenges, and regulatory environments. • Takes ownership of outcomes, holding themselves and others accountable for delivering on 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 customers broader business strategy, ensuring that technology investments drive tangible business outcomes. • Assist in projects and initiatives outside the ATS organization that help drive GTM strategies and product development and direction. • Broad understanding of the following: • DaaS • VDI • Applications • Enterprise Browser • Enterprise Mobility Management • Networking • Enterprise Security • Data Management • Data Analytics
Qualifications, Knowledge, Skills, and Abilities
• Understanding of CSGs competitive domain and technologies. • 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 communications skills, as well as excellent presentation skills. • Possesses a high level of specialized sales and product solution knowledge.
Requirements
• Bachelors degree or equivalent experience required. • 7 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.
Certifications
• 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) • Citrix 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. • 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.
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, 401k plan, and company match, among others.
About Us
• Cloud Software Group is one of the worlds 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 counts on our suite of cloud-based products to get work done - from anywhere. • Members of our team will tell you that we value 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, and other protected classifications.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.