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About the Role

Define and lead the technical sales strategy for SecurSpaces, partnering with sales teams to drive complex enterprise opportunities. Provide technical leadership for strategic evaluations and proofs of concept, ensuring they demonstrate measurable business and technical value.

Responsibilities

Define and lead the technical sales strategy for SecurSpaces across strategic accounts, priority industries, or regions.
Partner with Account Executives and sales leadership on account planning, qualification, opportunity strategy, executive engagement, and technical close plans.
Provide technical leadership for complex, global, regulated, or precedent-setting opportunities.
Conduct multi-persona discovery with engineering, platform engineering, DevOps, DevSecOps, security, infrastructure, and EUC stakeholders.
Identify and quantify customer challenges including VDI costs, WSL limitations, environment fragmentation, compliance requirements, tool sprawl, slow onboarding, credential exposure, data exfiltration, and unmanaged AI or agent execution.
Identify emerging customer patterns and translate them into new SecurSpaces use cases, solution plays, and go-to-market motions.
Deliver tailored demonstrations, workshops, architecture sessions, and technical briefings that connect SecurSpaces capabilities to measurable outcomes.
Develop and present executive-level value narratives and business cases, including TCO and ROI analysis.
Intervene in strategic or stalled opportunities to identify technical and organizational blockers and establish a credible path to customer decision and closure.
Serve as a recognized SecurSpaces technical authority for field teams, partners, and senior customer stakeholders.
Advise customer executives on developer environment, developer security, and agentic-computing strategy.
Lead architecture decisions for complex SecurSpaces deployments.
Design secure development architectures using SecurSpaces workspaces, templates, policy controls, credential protection, network isolation, and Zero Trust access.
Develop architecture patterns spanning cloud development environments, platform engineering, privileged operational environments, AI/ML workloads, and governed agent execution.
Design governed environments for AI-assisted development and agent execution.
Connect SecurSpaces architectures to enterprise cloud, Kubernetes, identity, networking, CI/CD, security operations, data platforms, and internal developer platform strategies.
Resolve complex technical and organizational issues by aligning architecture, security, operating-model, business, and procurement stakeholders.
Represent SecurSpaces in strategic customer advisory sessions, executive briefings, partner engagements, industry events, and technical forums.
Provide technical leadership for SecurSpaces’ most strategic evaluations and proofs of concept.
Establish clear success criteria, test plans, exit criteria, executive decision frameworks, risks, dependencies, and mitigation plans.
Coordinate evaluation activities across Sales, Customer Success, Product Management, Engineering, partners, and customer teams.
Ensure evaluations demonstrate measurable business and technical value rather than focusing exclusively on feature validation.
Translate Zero Trust, DLP, data residency, least-privilege, audit, and regulated-workload requirements into SecurSpaces configurations and deployment patterns.
Guide customers through operating-model decisions.
Advise customers on networking, ingress and egress controls, proxy architectures, SSO and identity integration, governance, observability, and operational responsibility.
Lead the technical close plan, including architecture validation, security approval, value confirmation, success-story development, customer references, and handoff to delivery and Customer Success.
Ensure that lessons from strategic customer engagements are converted into reusable institutional knowledge and field guidance.
Define and scale repeatable technical sales methodologies, reference architectures, discovery frameworks, evaluation patterns, competitive guidance, security patterns, and value-assessment models.
Develop reusable assets such as demonstration environments, workshop content, discovery guides, architecture diagrams, technical validation plans, ROI calculators, RFP/RFI responses, and objection-handling guidance.
Mentor and provide technical leadership to Solutions Specialists, Sales Engineers, solution architects, Customer Success teams, and partners without requiring direct management authority.
Review and improve the quality of major SecurSpaces architectures, proposals, evaluations, and technical close plans across the field.
Establish communities of practice and effective mechanisms for transferring SecurSpaces expertise across regions, portfolio teams, and partner organizations.
Partner with Citrix portfolio teams to create integrated architectures and joint customer outcomes.
Collaborate with strategic cloud, identity, security, developer-tool, and platform partners to develop integrated solutions and accelerate adoption.
Provide leadership during high-priority customer escalations involving architecture, product capabilities, security requirements, or deployment strategy.
Synthesize customer, partner, market, and competitive signals into recommendations that influence SecurSpaces product strategy, roadmap priorities, packaging, positioning, and go-to-market investment.
Identify systemic product or adoption gaps across multiple customers and develop evidence-based proposals with Product Management and Engineering.
Incubate new solution plays and validate them with lighthouse customers before scaling them through the Citrix field organization.
Maintain a strong understanding of the competitive landscape across CDEs, VDI, cloud workstations, developer platforms, AI coding environments, and agent execution platforms.
Contribute to SecurSpaces thought leadership through customer advisory work, industry forums, publications, technical content, or conference participation.
Help evolve SecurSpaces guidance for DevSecOps, software supply-chain security, SBOM and SCA integration, credential management, AI governance, and agent security.

Requirements

Typically 15 or more years—or equivalent demonstrated impact—in enterprise technical sales, solution architecture, platform engineering, security, infrastructure, or developer technologies.
Demonstrated success leading complex and strategically important enterprise opportunities involving multiple technical and executive stakeholders.
Proven ability to influence strategy and decisions across multiple organizations, regions, business units, or partner ecosystems without relying on formal authority.
Track record of creating technical methodologies, architectures, solution patterns, or go-to-market assets adopted beyond the individual’s own accounts.
Experience advising executive stakeholders while maintaining technical credibility with architects, engineers, security teams, and platform operators.
Demonstrated mentorship and technical leadership of senior specialists, architects, partners, or cross-functional teams.
Ability to operate in ambiguous and emerging markets and convert incomplete customer requirements into scalable solution and go-to-market strategies.
Practical understanding of cloud development environments and modern developer workflows, including GitHub, GitLab or Bitbucket; CI/CD; IDEs; containers; Kubernetes; cloud platforms; and artifact registries.
Strong knowledge of Zero Trust architecture, secure private access, identity and access management, OIDC, SAML, network ingress and egress, proxies, Layer 7 controls, DLP, least privilege, and secrets management.
Strong understanding of DevSecOps, policy as code, SBOM, SCA, software supply-chain risk, and approaches for applying security controls without creating unnecessary developer friction.
Familiarity with AI-assisted software development, AI coding agents, MCP-based tool integration, agent identity, AI governance, and the security implications of autonomous tool execution is strongly preferred.
Excellent executive storytelling, technical presentation, whiteboarding, and written communication skills, including the ability to produce clear architecture diagrams, proposals, business cases, and RFP/RFI responses.
External credibility through customer advisory work, conference participation, publications, industry communities, or equivalent thought leadership is preferred.

Skills

Technical sales strategy
Account planning
Opportunity strategy
Executive engagement
Technical close plans
Multi-persona discovery
Customer challenge identification
Use case development
Solution plays
Go-to-market motions
Demonstrations
Workshops
Architecture sessions
Technical briefings
Value narratives
Business cases
TCO analysis
ROI analysis
Technical authority
Developer environment strategy
Developer security strategy
Agentic-computing strategy
Architecture decisions
Secure development architectures
Zero Trust access
Architecture patterns
Cloud development environments
Platform engineering
Privileged operational environments
AI/ML workloads
Governed agent execution
AI-assisted development
Credential brokering
Network controls
Policy enforcement
Auditability
Enterprise system access
Enterprise cloud integration
Kubernetes integration
Identity integration
Networking integration
CI/CD integration
Security operations integration
Data platforms integration
Internal developer platform integration
Technical issue resolution
Organizational issue resolution
Customer advisory sessions
Executive briefings
Partner engagements
Industry events
Technical forums
Evaluation leadership
Proof of concept leadership
Success criteria establishment
Test plan development
Exit criteria establishment
Executive decision framework development
Risk management
Dependency management
Mitigation planning
Cross-team coordination
Business value demonstration
Technical value demonstration
Zero Trust requirements
DLP requirements
Data residency requirements
Least-privilege requirements
Audit requirements
Regulated workload requirements
Operating-model guidance
Networking guidance
Ingress and egress controls
Proxy architectures
SSO integration
Identity integration (OIDC, SAML)
Governance guidance
Observability guidance
Operational responsibility guidance
Technical close plan leadership
Architecture validation
Security approval
Value confirmation
Success-story development
Customer reference development
Handoff to delivery
Handoff to Customer Success
Knowledge transfer
Repeatable methodology definition
Reference architecture creation
Discovery framework creation
Evaluation pattern creation
Competitive guidance creation
Security pattern creation
Value-assessment model creation
Reusable asset development
Demonstration environment creation
Workshop content creation
Discovery guide creation
Architecture diagram creation
Technical validation plan creation
ROI calculator creation
RFP/RFI response creation
Objection-handling guidance creation
Mentorship
Technical leadership
Quality review
Proposal review
Evaluation review
Technical close plan review
Community of practice establishment
Expertise transfer mechanisms
Integrated architecture development
Joint customer outcome development
Integrated solution development
Partner collaboration
High-priority escalation leadership
Product strategy influence
Roadmap priority influence
Product packaging influence
Product positioning influence
Go-to-market investment influence
Product gap identification
Adoption gap identification
Evidence-based proposal development
Solution play incubation
Competitive landscape understanding
Thought leadership contribution
Technical content creation
Conference participation
DevSecOps guidance
Software supply-chain security guidance
SBOM integration
SCA integration
Credential management guidance
AI governance guidance
Agent security guidance
Enterprise technical sales
Solution architecture
Platform engineering
Security
Infrastructure
Developer technologies
Complex enterprise opportunity leadership
Executive stakeholder management
Cross-organizational influence
Strategy influence
Decision influence
Methodology creation
Architecture creation
Solution pattern creation
Go-to-market asset creation
Executive stakeholder advising
Technical credibility
Mentorship of senior specialists
Technical leadership of architects
Partner mentorship
Cross-functional team leadership
Ambiguous market operation
Emerging market operation
Scalable solution strategy
Scalable go-to-market strategy
Cloud development environments
Modern developer workflows
GitHub
GitLab
Bitbucket
CI/CD
IDEs
Containers
Kubernetes
Cloud platforms
Artifact registries
Zero Trust architecture
Secure private access
Identity and access management
OIDC
SAML
Network ingress
Network egress
Proxies
Layer 7 controls
DLP
Least privilege
Secrets management
DevSecOps
Policy as code
SBOM
SCA
Software supply-chain risk
Security controls
Developer friction reduction
AI-assisted software development
AI coding agents
MCP-based tool integration
Agent identity
AI governance
Autonomous tool execution security
Executive storytelling
Technical presentation
Whiteboarding
Written communication
Architecture diagram production
Proposal production
Business case production
RFP/RFI response production
External credibility
Customer advisory work
Conference participation
Publications
Industry communities
Thought leadership

Location

Remote

Work Type

Full-time

Experience Level

15+ years of experience

Education Level

B.S. or M.Sc. in computer science, engineering, or a related discipline, or equivalent professional experience.

Salary/Compensations

California: $208,293-$312,439
All other locations: $182,713-$274,069

Benefits

Healthcare
Life insurance
Disability benefits
401(k) plan and company match

About the Company

Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe.
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.
Now is the perfect time to move your skills to the cloud.

Equal Opportunity

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.
Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.