Global GTM Lead – Microsoft Alliance

This is a fully remote position, open to applicants in Florida, +1 more state.

📋 Description

• Oversee and implement the strategic partnership between Citrix and Microsoft.

• Propel joint go-to-market strategies, expand customer bases, enhance marketplace adoption, initiate product initiatives, engage executives, and align marketing and field efforts.

• Act as the main contact point between Citrix and Microsoft.

• Drive revenue growth, accelerate cloud adoption, empower Microsoft and Citrix sales teams, and implement collaborative business plans.

• Direct the complete alliance go-to-market strategy, execution, and operations.

• Focus on enterprise opportunities and stimulate revenue through Microsoft field engagement and collaborative sales efforts.

• Lead the annual business planning process, executive business reviews, quarterly business reviews, and monthly business reviews.

• Create and manage annual business plans, growth initiatives, and partnership objectives.

• Coordinate with Citrix executives, product teams, sales leadership, marketing, and Microsoft stakeholders.

• Manage executive dashboards, scorecards, pipeline reviews, forecasting, performance reporting, stakeholder mapping, governance frameworks, and action tracking.

• Develop, monitor, and report on alliance KPIs, including revenue impact, Azure consumption, Marketplace performance, co-selling activities, customer adoption, migration results, and executive engagement.

• Provide enablement programs, workshops, and go-to-market guidance for seller engagement.

• Assess partnership health, identify risks and growth opportunities, and propose actionable recommendations.

• Promote Azure Marketplace adoption and oversee incentive programs, sponsorships, funding opportunities, and co-sell benefits.

• Engage Microsoft field teams around Citrix priorities and strategic accounts.

• Collaborate on assets, events, customer programs, customer references, success stories, analyst interactions, and executive communications.

• Present at industry events, customer workshops, and alliance forums.

• Support regional sales leadership meetings, manage pipelines, dashboards, reporting, resource support, and field sales enablement.

• Facilitate coordination among cross-functional stakeholders in sales, marketing, product, engineering, finance, and operations.

• Prepare executive presentations, strategic updates, quarterly business reviews, executive business reviews, account assessments, business cases, success stories, and annual operating plans.

• Align product roadmaps between Microsoft and Citrix, driving integration, innovation, and joint solution development.

• Advocate for customer and Microsoft requirements in product planning while tracking adoption metrics and usage telemetry.

⛳️ Requirements

• Master of Business Administration or equivalent practical experience.

• A minimum of 10 years of demonstrated success in global technology partner management, go-to-market (GTM), and partner sales leadership.

• Experience in direct engagement with enterprise customers, Cloud Service Providers, C-level executives, and sales leadership teams.

• Knowledge of global IT software industry sales and operations, competitive landscapes, and cloud marketplace business models.

• Proven experience in developing go-to-market strategies and co-sell programs with major hyperscalers.

• Experience in planning and executing multi-year partner sales and product agreements.

• Capability to influence and collaborate across matrix organizations and cross-functional teams, including sales, product, and marketing.

• Outstanding communication skills and a strong executive presence.

• Proven ability to lead cross-functional strategic initiatives and execute in a matrix environment.

• Comfort in fast-paced, ambiguous environments across multiple time zones while maintaining focus on measurable results.

• Willingness to travel as needed to support partner and business priorities.

🏝️ Benefits

• Eligibility for annual bonus for certain positions.

• Sales incentives based on the applicable plan, role, and individual performance.

• Comprehensive healthcare benefits.

• Life insurance coverage.

• Disability benefits.

• 401(k) retirement plan.

• Company matching contributions to the 401(k) plan.

• Reasonable accommodations provided during the application process.