Principal Account Technical Specialist (ATS) - Citrix Secure Developer Spaces (SDS)

• Own the technical sales strategy for SDS in your accounts/territory; partner with AEs on account plans, qualification, and opportunity strategies.

• Run multipersona 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, policyascode 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 (timetofirstcommit, build times, PoC cycle time, VDI cost reduction, DLP posture).

• Create and present value narratives and executivelevel business cases (TCO/ROI), including comparisons vs. status quo (VDI/AVD/DevBox) and alternatives (e.g., Codespaces, Gitpod, Coder).

• Coorchestrate PoCs/trials with Customer Success and Engineering; define success criteria, test plans, and exit criteria; track risks and mitigation; ensure rapid timetovalue.

• 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 objectionhandling content.

• Translate security and compliance requirements (Zero Trust, DLP, data residency, regulated workloads) into SDS configurations and deployment patterns.

• Guide customers through operating model choices (vendormanaged in customer cloud vs. selfmanaged), 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.

• 7+ years in technical sales/presales (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, leastprivilege, secrets).

• Comfortable with DevSecOps concepts (SBOM/SCA, policyascode, supplychain 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.

• Handson 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, policygoverned workspaces.

• Multilingual (e.g., English + German/French/Japanese) and international enterprise experience.

• Help customers transition from fragile, costly developer desktops to secure, governed, ondemand 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, highimpact team with room to shape the SDS gotomarket, assets, and reference architectures.

• Pipeline & Win Rate: Qualified SDS opportunities, PoCtoclose 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, timetofirstcommit and onboarding improvements.

• Advocacy: Customer references, case studies, and repeatable architectures adopted by the field.

• Willingness to travel 25-40% (customer workshops, events, and onsite evaluations), as required.

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.