[Hiring] Global GTM Lead @cloud software group

Role Description

The Global GTM Lead is responsible for leading and executing the strategic partnership between Citrix and Microsoft. This role drives joint go-to-market (GTM) strategy, customer expansion, marketplace adoption, product initiatives, executive engagement, marketing, and field alignment across both organizations.

Serving as the primary liaison between Citrix and Microsoft, this individual is accountable for influencing revenue growth, accelerating cloud adoption, enabling Microsoft and Citrix sellers, and ensuring successful execution of joint business plans. The role requires deep expertise in:

• Alliance management
• Co-sell metrics and motions
• Cloud transformation
• Enterprise sales
• Customer success
• Partner operations
• Microsoft ecosystem programs

This is a U.S.-based, global team role reporting to the Vice President of the Microsoft Alliance.

Key Responsibilities:

• Serve as the expert in the end-to-end GTM strategy, execution, and operation of the alliance, prioritizing and accelerating high-value enterprise opportunities and driving revenue growth via Microsoft field engagement and joint Microsoft-Citrix sales motions.
• Lead the operational cadence of the Microsoft alliance, including annual business planning, executive business reviews (EBRs), quarterly business reviews (QBRs), and monthly business reviews (MBRs).
• Develop and manage annual business plans, growth initiatives, and alliance objectives in partnership with Citrix and Microsoft leaders.
• Drive alignment between Citrix executives, product teams, the Citrix-Microsoft partner team, sales leadership, marketing, and Microsoft stakeholders for YoY revenue growth.
• Own executive dashboards, scorecards, pipeline reviews, forecasting processes, and performance reporting for Citrix and Microsoft leadership teams.
• Manage executive engagement plans, stakeholder mapping, governance frameworks, and action tracking to ensure alignment between Citrix and Microsoft leadership teams.
• Develop, track, and report alliance KPIs, including revenue influence, Azure consumption, Marketplace performance, co-sell activity, customer adoption, migration outcomes, and executive engagement metrics.
• Drive operational excellence through process improvement, reporting automation, business insights, and measurement of alliance performance against strategic objectives.
• Deliver enablement programs, workshops, and GTM guidance to drive seller engagement, ensuring Citrix solutions are positioned effectively within Microsoft customer conversations.
• Monitor partnership health, identify risks and growth opportunities, and provide recommendations to accelerate revenue growth, Azure consumption, and customer adoption.
• Leverage data from sales, finance, marketing, product, engineering, and customer success teams to support business planning and executive decision-making.
• Drive and expand Azure Marketplace adoption, manage incentive programs, sponsorships, funding opportunities, and co-sell benefits.
• Activate Microsoft field teams around Citrix priorities and strategic accounts to accelerate adoption of Citrix Flex, DaaS, and cloud-based solutions.
• Collaborate with Citrix and Microsoft alliance partner sales and marketing teams to develop assets, events, and customer programs.
• Support the development of customer references, success stories, analyst engagements, and executive communications.
• Present at industry events, customer workshops, and alliance forums positioning Citrix as a strategic cloud, AI, and digital workspace partner within the Microsoft ecosystem.
• Partner with the Citrix Microsoft Alliance team on regional sales leadership meetings, pipeline management, dashboards, reporting, resource support, and field sales enablement.
• Coordinate Citrix and Microsoft cross-functional stakeholders across sales, marketing, product, engineering, finance, and operations organizations to drive accountability and execution of strategic initiatives.
• Lead preparation of executive-ready presentations, strategic updates, QBRs, EBRs, account reviews, business cases, win stories, and annual operating plans.
• Partner with product management and engineering teams to align Microsoft and Citrix roadmaps and drive opportunities and funding for integration, innovation, and joint solution development.
• Advocate for customer and Microsoft requirements within product planning processes, tracking adoption metrics and usage telemetry to measure solution impact and business value.

Qualifications

• Masters of Business Administration or equivalent practical experience.
• At least 10 years of proven success in global technology partner management, go-to-market (GTM), and partner sales leadership working directly with enterprise customers, Cloud Service Providers, C-level executives, and sales leadership teams.
• Familiarity with enterprise global IT software industry sales and operations, competitive landscapes, and cloud marketplace business models.
• Experience developing GTM strategy and co-sell programs with the largest hyperscalers.
• Experience planning and executing multi-year partner sales and product agreements.
• Proven ability to influence and work collaboratively across matrix organizations and cross-functional teams, including sales, product, and marketing.
• Exceptional communication skills and executive presence, with a demonstrated ability to engage and influence senior internal and external stakeholders.
• Demonstrated capability to lead cross-functional strategic initiatives and drive execution in a matrix environment.
• Comfortable operating in fast-paced, ambiguous environments across time zones while maintaining a strong focus on achieving measurable outcomes.
• Willingness to travel as required to support partner and business priorities.

Benefits

• Access to healthcare
• Life insurance and disability benefits
• 401(k) plan and company match