Principal Security Domain Specialist
Citrix Systems
Munich, Germany
vor 5 Tg.

We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device.

Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device : YOU!

What we're looking for :

You will provide technical support to sales reps and partners on customer deals across the sales cycle by maximising good technical knowledge of Citrix solutions.

You will drive the development of technical offerings to meet customer business needs under the guidance of product specialists and / or ERM / CAM account reps.

You will be an advocate for supporting enterprise, corporate, and mid-market accounts, working with Citrix resources and channel / Alliance partners to define offering and develop solutions, coordinated by Product Sales Specialist where present.

You'll provide insight on technology trends, product developments, and technical capabilities, engaging with the customer to drive technical understanding of solution and value for business needs.

Sharing a point of view in technical sales presentations to address issues / objections, conducting technical presentations and / or demonstrations.

The Security Domain Specialist is a Sales overlay role directly supporting Networking, SDWAN and Workspace Sales teams into a new and exciting security market.

Domain Specialists are responsible for technical relationships with Sales, customers and prospects, identifying and matching technology capabilities with our customers’ business and security needs.

You should be within a 90-minute commute to Munich.

Primary Duties / Responsibilities

  • Establish yourself as a trusted advisor and technical expert with both prospects and customers while working alongside the sales teams and partners within given territory.
  • Build and maintain relationships with key customers in the Geos to solidify reference accounts and to assist the account teams with defining plans to drive more business.
  • Develop and maintain strong technical relationships with Citrix partners (reseller, distribution, system integrators, and alliances) which improve sales productivity.
  • Excellent knowledge and proven experience selling to enterprise customers. Knowledge of enterprise network security technologies including but not limited to : HTTP and web security technologies, proxies, caches, firewalls, SSL / TLS, GRE and IPsec tunneling, DNS, load balancing, WAN optimization technologies, VPN's, DLP, anti-virus, spam and spyware solutions (Gateway and SaaS), detection of advanced threats, malware detonation / sandboxing, killchain, and analytics.
  • Requires knowledge of core security and auditing frameworks used by enterprises globally.
  • Maintains a low-level understanding of auditing, legal and data sovereignty concepts and tools used by enterprises to translate requirements and formulate value added solutions for customers.
  • Identify and document specific problems with prospective and current customers which can be solved through the deployment of integrated Workspace and Security solutions
  • Architect and propose validated solutions and security frameworks which address the identified cybersecurity problems in each outstanding environment
  • Maintains a keen awareness of the competitive landscape, market trends and security paradigms across the customer base.
  • Build, evaluate and improve field enablement training and assets for Sales and Presales resources. As specialists in security solutions and Zero Trust architectures, a large volume of field enablement material will be developed from this team.
  • Works closely with Product Leadership to articulate industry trends, customer needs and product improvement areas. Occasionally, supplements Product Management resources in product conversations with customers.
  • Qualifications (knowledge, skills, abilities)

  • Demonstrated ability to develop and maintain relationships with executive decision-makers and partners across large sophisticated customers.
  • Demonstrated knowledge of technical sales techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and technically close deals.
  • Maintain an understanding of industry trends and market dynamics and can clearly converse with customer executives about the dynamics of these trends.
  • Expert level understanding of SASE technologies and methods, understanding how Citrix solutions fit within this space.
  • Able to articulate and understand the customer strategy and Citrix solution strategy to a technical level of detail for their technical area of focus.
  • Ability to anticipate and diffuse complicated technical and political situations with partners and customers.
  • Successfully establish credible relationships with other organizations including as Products, Product Marketing, Customer Success and Engineering.
  • Excellent oral and written communications skills, as well as excellent presentation skills.
  • Possesses a high level of specialised pre-sales and product solution knowledge.
  • Requirements (Education, Certification, Training, and Experience)

  • Bachelor’s degree or equivalent experience (incl industry certifications : CCIE, CISSP, CCSP, etc)
  • Significant previous Pre-Sales or systems engineering experience in high tech with a record of success in driving customer adoption of technology.
  • Expertise in the following technology areas :

  • Core Networking, Routers and Switches, Load Balancing, WAN optimization, SD-WAN, GRE and IPsec tunneling
  • Web security technologies including but not limited to CASB, Acess Control, Secure Web Gateway, NGFW, IDS / IPS, DLP, Malware sandboxing, Content filtering, SSL Inspection, intrusion prevention and analytics
  • Authentication technologies including 2FA, LDAP, SAML, OIDC, FIDO2 experience desirable
  • Virtualization and specifically VDI implementations a plus
  • Expertise in security-focused architectural requirements across public clouds including Azure, GCP and AWS
  • Deep understanding of cybersecurity products, integrations, and critical cyber threats facing enterprise environments.
  • Solid listening skills. Can quickly digest information and respond in an accurate and concise manner. Has the ability to respond appropriately to sophisticated questions.
  • Extensive account management experience, preferably with experience leading large and / or strategic global accounts
  • Deep and broad experience across industry technologies
  • Physical Demands / Work Environment

    Ability to travel 50% within assigned territories (once Covid19 health advisories are lifted)

    What you’re looking for :

    Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It’s a simple philosophy that guides everything we do including how we work.

    If you’re in sales, we’ll help you make your numbers and a difference with a brand you can believe in. We want employees to do what they do best, every day.

    Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.

    Functional Area : Sales Engineer

    Sales Engineer

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