Senior Principal Solutions Specialist

This is a fully remote position, open to applicants in California, +8 more states.

📋 Description

• Formulate and spearhead the technical sales strategy for SecurSpaces across key accounts, priority sectors, and geographical areas.

• Collaborate with Account Executives and sales leadership on account planning, qualification, opportunity strategies, executive engagement, and technical closure plans.

• Provide technical expertise for intricate, global, regulated, or precedent-setting opportunities.

• Conduct discovery sessions involving multiple personas, including engineering, platform engineering, DevOps, DevSecOps, security, infrastructure, and EUC stakeholders.

• Identify and assess customer challenges while translating emerging trends into SecurSpaces use cases, solution strategies, and market approaches.

• Deliver customized demonstrations, workshops, architectural sessions, and technical briefings linked to measurable outcomes.

• Create executive-level value narratives and business cases, including total cost of ownership (TCO) and return on investment (ROI) analyses, as well as competitive comparisons.

• Act as a recognized technical authority for SecurSpaces among Citrix field teams, partners, and senior customer stakeholders.

• Counsel customer executives on developer environments, developer security, and agentic-computing strategies.

• Guide architectural decisions for complex SecurSpaces implementations across business units, geographical regions, cloud environments, security domains, and regulatory frameworks.

• Develop secure development architectures utilizing SecurSpaces workspaces, templates, policy controls, credential protection, network isolation, and Zero Trust access.

• Design governed environments for AI-assisted development and agent execution.

• Integrate SecurSpaces architectures with enterprise cloud, Kubernetes, identity management, networking, CI/CD, security operations, data platforms, and internal developer platforms.

• Lead strategic evaluations and proofs of concept, establishing success criteria, testing plans, exit criteria, risk assessments, dependencies, and mitigation strategies.

• Coordinate evaluation efforts across Sales, Customer Success, Product Management, Engineering, partners, and customer teams.

• Oversee technical closure plans and transition to delivery and Customer Success teams.

• Define and scale repeatable technical sales methodologies, reference architectures, discovery frameworks, evaluation patterns, competitive guidance, security patterns, and value-assessment models.

• Create reusable demonstrations, workshops, discovery guides, architectural diagrams, technical validation plans, ROI calculators, RFP/RFI responses, and objection-handling strategies.

• Mentor and provide technical guidance to Solutions Specialists, Sales Engineers, solution architects, Customer Success teams, and partners.

• Collaborate with Citrix portfolio teams and external partners in cloud, identity, security, developer tools, and platforms to create integrated solutions.

• Provide leadership during critical customer escalations.

• Influence SecurSpaces product strategy, roadmap priorities, packaging, positioning, and go-to-market investments through insights from customers, partners, markets, and competitors.

• Incubate new solution strategies and contribute to SecurSpaces thought leadership and security guidance.

⛳️ Requirements

• Typically requires 15 or more years—or equivalent demonstrated impact—in enterprise technical sales, solution architecture, platform engineering, security, infrastructure, or developer technologies.

• Proven success in leading complex and strategically significant enterprise opportunities involving multiple technical and executive stakeholders.

• Established ability to influence strategy and decisions across various organizations, regions, business units, or partner ecosystems without relying on formal authority.

• A history of creating technical methodologies, architectures, solution patterns, or market assets that have been adopted beyond individual accounts.

• Experience advising executive stakeholders while retaining technical credibility with architects, engineers, security teams, and platform operators.

• Demonstrated mentorship and technical leadership of senior specialists, architects, partners, or cross-functional teams.

• Capability to navigate ambiguous and emerging markets and transform incomplete customer requirements into scalable solutions and go-to-market strategies.

• Practical knowledge of cloud development environments and modern developer workflows, including GitHub, GitLab or Bitbucket, CI/CD, IDEs, containers, Kubernetes, cloud platforms, and artifact registries.

• Strong understanding of Zero Trust architecture, secure private access, identity and access management, OIDC, SAML, network ingress and egress, proxies, Layer 7 controls, DLP, least privilege, and secrets management.

• Solid grasp of DevSecOps, policy as code, SBOM, SCA, software supply-chain risk, and security controls.

• Familiarity with AI-assisted software development, AI coding agents, MCP-based tool integration, agent identity, AI governance, and autonomous tool execution security is highly preferred.

• Exceptional executive storytelling, technical presentation, whiteboarding, and written communication skills.

• Proficiency in producing architectural diagrams, proposals, business cases, and RFP/RFI responses.

• External credibility through customer advisory roles, conference participation, publications, industry communities, or equivalent thought leadership is preferred.

• B.S. or M.Sc. in computer science, engineering, or a related field, or equivalent professional experience.

🏝️ Benefits

• Eligibility for an annual bonus for specific roles.

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

• Comprehensive healthcare benefits.

• Life insurance coverage.

• Disability benefits.

• 401(k) plan with company matching.

• Cloud Software Group benefits and compensation may vary based on employment nature, location, qualifications, education, training, experience, licensure, and certification.