Cloud Software Group
Principal Account Technical Strategist (ATS) — Citrix Secure Developer Spaces (S
Cloud Software Group, Fort Lauderdale, Florida, us, 33336
Sales & Technical Leadership
Own the
technical sales strategy
for SDS in your accounts/territory; partner with AEs on account plans, qualification, and opportunity strategies.
Run
multi‑persona discovery
(Developer, Platform/DevOps, Security, EUC) to map pains: VDI costs, WSL friction, compliance, tool sprawl, onboarding speed, data exfiltration risk.
Design
solution architectures
for secure remote development using SDS workspaces, policy‑as‑code templates, and Zero Trust access (SPA/NetScaler), aligned to DevSecOps controls.
Deliver tailored
demos , workshops, and technical briefings that connect SDS features to measurable outcomes (time‑to‑first‑commit, build times, PoC cycle time, VDI cost reduction, DLP posture).
Create and present
value narratives
and executive‑level business cases (TCO/ROI), including comparisons vs. status quo (VDI/AVD/DevBox) and alternatives (e.g., Codespaces, Gitpod, Coder).
Cross‑Team Collaboration
Co‑orchestrate
PoCs/trials
with Customer Success and Engineering; define success criteria, test plans, and exit criteria; track risks and mitigation; ensure rapid time‑to‑value.
Feed
market and competitive insights
back to Product/PMM; help evolve playbooks, reference architectures, and security guidance (DevSecOps alignment, SBOM/SCA/credential management).
Partner with Citrix portfolio teams (NetScaler, SPA, DaaS) and strategic partners (clouds/IDP/Dev tools) to deliver
integrated architectures
and joint wins.
Contribute to
enablement
(internal and partner): build repeatable assets—demo scripts, discovery guides, calculators, and objection‑handling content.
Customer Success
Translate
security and compliance
requirements (Zero Trust, DLP, data residency, regulated workloads) into SDS configurations and deployment patterns.
Guide customers through
operating model choices
(vendor‑managed in customer cloud vs. self‑managed), networking patterns, SSO/IdP integration (OIDC/SAML), and governance.
Lead the
technical close plan : architecture validation, success story packaging, references, and handoff to delivery/customer success with a documented plan.
Qualifications
7+ years in
technical sales/pre‑sales
(Sales Engineer/Architect/ATS) for platforms or security/Dev tools; proven record influencing complex enterprise deals.
Practical understanding of
CDEs and developer workflows : Git (GitHub/GitLab/Bitbucket), CI/CD, IDEs, containers, Kubernetes, and artifact registries.
Working knowledge of
Zero Trust
patterns (ZTA/SPA),
SSO/IdP
(OIDC/SAML),
networking
(ingress/proxy, L7), and
security controls
(DLP, least‑privilege, secrets).
Comfortable with
DevSecOps
concepts (SBOM/SCA, policy‑as‑code, supply‑chain risks) and mapping controls to developer experience without adding friction.
Excellent
storytelling and whiteboarding
skills; able to brief executives and go deep with architects; strong written communication (diagrams, proposals, RFP/RFI).
B.S. in CS/EE or equivalent experience.
Preferred Qualifications
Hands‑on with
Kubernetes
(CKA/CKAD a plus), containers, and at least one major cloud (AWS/Azure/GCP certifications welcomed).
Experience selling to
Platform Engineering/DevOps/Security
personas and partnering with EUC teams; familiarity with
VDI cost models
and developer onboarding challenges.
Exposure to
IDPs
(Backstage/RHDH), secure coding tools (SAST/DAST/SCA), and governance/compliance in regulated industries.
Ability to build
TCO/ROI
models showing savings vs. legacy VDI and productivity gains from standardized, policy‑governed workspaces.
Multilingual (e.g., English + German/French/Japanese) and international enterprise experience.
Why Join Us?
Help customers transition from fragile, costly developer desktops to
secure, governed, on‑demand CDEs
that unblock velocity and reduce risk.
Sell a platform at the intersection of
developer experience, platform engineering, and Zero Trust security —with clear, quantifiable outcomes.
Join a collaborative, high‑impact team with room to shape the
SDS go‑to‑market , assets, and reference architectures.
Metrics You’ll Influence
Pipeline & Win Rate:
Qualified SDS opportunities, PoC‑to‑close conversion, competitive win rate.
Sales Velocity:
Time from first demo to PoC start; PoC cycle time to decision.
Value Realization:
Documented ROI/TCO cases, VDI cost reduction estimates, time‑to‑first‑commit and onboarding improvements.
Advocacy:
Customer references, case studies, and repeatable architectures adopted by the field.
About Us: Cloud Software Group is one of the world’s 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 count 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, taking or requesting statutorily protected leave and other protected classifications. If you need a reasonable accommodation due to a disability during any part of the application process, please email us at AskHR@cloud.com for assistance.
#J-18808-Ljbffr
Own the
technical sales strategy
for SDS in your accounts/territory; partner with AEs on account plans, qualification, and opportunity strategies.
Run
multi‑persona discovery
(Developer, Platform/DevOps, Security, EUC) to map pains: VDI costs, WSL friction, compliance, tool sprawl, onboarding speed, data exfiltration risk.
Design
solution architectures
for secure remote development using SDS workspaces, policy‑as‑code templates, and Zero Trust access (SPA/NetScaler), aligned to DevSecOps controls.
Deliver tailored
demos , workshops, and technical briefings that connect SDS features to measurable outcomes (time‑to‑first‑commit, build times, PoC cycle time, VDI cost reduction, DLP posture).
Create and present
value narratives
and executive‑level business cases (TCO/ROI), including comparisons vs. status quo (VDI/AVD/DevBox) and alternatives (e.g., Codespaces, Gitpod, Coder).
Cross‑Team Collaboration
Co‑orchestrate
PoCs/trials
with Customer Success and Engineering; define success criteria, test plans, and exit criteria; track risks and mitigation; ensure rapid time‑to‑value.
Feed
market and competitive insights
back to Product/PMM; help evolve playbooks, reference architectures, and security guidance (DevSecOps alignment, SBOM/SCA/credential management).
Partner with Citrix portfolio teams (NetScaler, SPA, DaaS) and strategic partners (clouds/IDP/Dev tools) to deliver
integrated architectures
and joint wins.
Contribute to
enablement
(internal and partner): build repeatable assets—demo scripts, discovery guides, calculators, and objection‑handling content.
Customer Success
Translate
security and compliance
requirements (Zero Trust, DLP, data residency, regulated workloads) into SDS configurations and deployment patterns.
Guide customers through
operating model choices
(vendor‑managed in customer cloud vs. self‑managed), networking patterns, SSO/IdP integration (OIDC/SAML), and governance.
Lead the
technical close plan : architecture validation, success story packaging, references, and handoff to delivery/customer success with a documented plan.
Qualifications
7+ years in
technical sales/pre‑sales
(Sales Engineer/Architect/ATS) for platforms or security/Dev tools; proven record influencing complex enterprise deals.
Practical understanding of
CDEs and developer workflows : Git (GitHub/GitLab/Bitbucket), CI/CD, IDEs, containers, Kubernetes, and artifact registries.
Working knowledge of
Zero Trust
patterns (ZTA/SPA),
SSO/IdP
(OIDC/SAML),
networking
(ingress/proxy, L7), and
security controls
(DLP, least‑privilege, secrets).
Comfortable with
DevSecOps
concepts (SBOM/SCA, policy‑as‑code, supply‑chain risks) and mapping controls to developer experience without adding friction.
Excellent
storytelling and whiteboarding
skills; able to brief executives and go deep with architects; strong written communication (diagrams, proposals, RFP/RFI).
B.S. in CS/EE or equivalent experience.
Preferred Qualifications
Hands‑on with
Kubernetes
(CKA/CKAD a plus), containers, and at least one major cloud (AWS/Azure/GCP certifications welcomed).
Experience selling to
Platform Engineering/DevOps/Security
personas and partnering with EUC teams; familiarity with
VDI cost models
and developer onboarding challenges.
Exposure to
IDPs
(Backstage/RHDH), secure coding tools (SAST/DAST/SCA), and governance/compliance in regulated industries.
Ability to build
TCO/ROI
models showing savings vs. legacy VDI and productivity gains from standardized, policy‑governed workspaces.
Multilingual (e.g., English + German/French/Japanese) and international enterprise experience.
Why Join Us?
Help customers transition from fragile, costly developer desktops to
secure, governed, on‑demand CDEs
that unblock velocity and reduce risk.
Sell a platform at the intersection of
developer experience, platform engineering, and Zero Trust security —with clear, quantifiable outcomes.
Join a collaborative, high‑impact team with room to shape the
SDS go‑to‑market , assets, and reference architectures.
Metrics You’ll Influence
Pipeline & Win Rate:
Qualified SDS opportunities, PoC‑to‑close conversion, competitive win rate.
Sales Velocity:
Time from first demo to PoC start; PoC cycle time to decision.
Value Realization:
Documented ROI/TCO cases, VDI cost reduction estimates, time‑to‑first‑commit and onboarding improvements.
Advocacy:
Customer references, case studies, and repeatable architectures adopted by the field.
About Us: Cloud Software Group is one of the world’s 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 count 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, taking or requesting statutorily protected leave and other protected classifications. If you need a reasonable accommodation due to a disability during any part of the application process, please email us at AskHR@cloud.com for assistance.
#J-18808-Ljbffr