Dsm Iberia

As Distributor Sales Manager, you will handle our strategic Distribution and Partners across the assigned territory and lead the strategic development project focused on Cloud Marketplaces. You will develop channel sales strategies to expand Cloud Software Group footprint in the market, working closely with the regional PSM Director and the PSM team.

**Business Objectives**
- Owns a sales quota, relationship, and bookings target for assigned Distributor in Commercial segment
- Engages primarily with Disti Funded Head to achieve Disti targets, retain, and grow the Commercial segment
- Owns relationship for assigned Distributor
- Retain and Grow Annual Recurring Revenue (ARR) and Net Retention Rate (NRR) through Disti
- Retain Disti vendor loyalty and commitment
- Accelerate the transition from customer to partner-focused and partner-enabled sales model

**Responsibilities**
- Drive Distributor managed partner bookings plan attainment
- Ensure Distributors are enabling Disti-managed partners (e.g., certifications, activation etc.) in line
with business plans and targets
- Ensure timely order processing via Distributor (e.g., credit decisions, quotes, currencies etc.)
- Work with Disti Funded Head to drive productivity and ensure bookings targets are met by Disti
- Orchestrate (w/enablement team, PSE) sales training and enablement for Disti
- Drive QBRs with Disti on a cadence to track performance to plan and provide an action plan
- Ensure high quality lead generation and pipeline being maintained by Disti managed partners
- Ensure Distributors are supported in all matters relating to their commercial renewals pipeline
- Establish feedback loop from Disti back into Citrix teams (e.g., product, programs etc.)

**Skills and Capabilities**
- Ability to differentiate Citrix from competitors and deliver value proposition to
Distributor
- Ability to influence and sell Citrix value prop to Distributor growing Citrix

mindshare within Distributor
- Proven track record for supporting a Distributor network in planning and closing

deals
- Prospecting skills - ability to expand at existing customers
- Strong ability to build and leverage relationships and networks in territory
- Strong understanding of Distributor capabilities and needs
- Understanding of business and technology across Citrix’s portfolio
- Strong understanding of and proficiency with Citrix internal processes and tools

(e.g., CPQ, sales exceptions etc.)
- Working level understanding of product, licensing and channel programs
- Ability to understand methodologies, leverage best practices and set frequency for

training activities which articulate Citrix’ strategic direction, product and
technology roadmaps, requisite sales skills, go-to-market planning
- Monitor and measure Distributor progress towards established goals