Lead Account Technology Strategist

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 byleveragingour software franchises for and across data, automation, insight, and collaboration.

The Lead Account Technology Strategist (ATS)is responsible forstrategic technical engagement with ourcustomers'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 customer's 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 utilizing a superior customer focus to facilitate ongoing partnership and customer retention. As a Lead ATS you willseekto forge new & 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/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,maintainingessential 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 evaluationcomponentof the sales cycle.

• Assess the potential application of products to meet customers' business needs anddemonstratethe 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,anticipateissues 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 initiativesimpactingtheir 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 adaptingtoand 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.

• Possessesa deepunderstanding of the industries in which their customersoperate, including key trends, challenges, and regulatory environments.

• Takeownership of outcomes, holding themselves and others accountable fordeliveringcommitments and achieving strategic goals.

• Proventrack recordof driving significant revenue through strategic upselling, cross-selling, and new business development

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

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

Qualifications (knowledge, skills, abilities)

• UnderstandingCSG'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 recordof consistently delivering revenue numbers and supportingaccurateforecasts whilemaintaininga 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

• Possessesa high levelof specialized sales and product solution knowledge

Requirements (Education, Certification, Training, and Experience)

• Bachelor's degree or equivalent experiencerequired

• 7+ years of technical customer service experience in high-tech, indirect sales, and/or procurementenvironments with a record of success in driving customer adoption of technology

• Ability to travel

• The following certifications are beneficial but notrequired.

• 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