Assists in the development of marketing plans and activities for secure access (Citrix Access Gateway) and WAN optimization product line (Citrix Branch Repeater) to establish, enhance or distinguish product placement within the competitive arena. As a key contributor to Citrix WAN optimization and secure access solutions, the TMM will be responsible for assisting with technical marketing of the company’s high-growth Citrix Branch Repeater product line and Citrix Access Gateway. With Citrix a leader in the desktop virtualization market and desktop virtualization becoming a major market for WAN optimization and secure access solutions, the TMM will bring together his technical expertise and marketing creativity to drive technical awareness, evangelism, sales and channel success with Branch Repeater and Access Gateway solutions in both traditional networking field and the emerging desktop virtualization market.
Under the guidance of senior product and technical marketing members, develops and drives specific technical marketing plans and activities to establish, enhance or distinguish product placement within the competitive landscape. Responsible for planning, defining and delivering field enablement tools and collateral, technical whitepapers, product and solution demos, and supporting industry tradeshows and demos. Works with other functional and product teams to drive cross-product activities.
Tracks, analyses and reports on market, competitive and technology trends and announcements. Delivers competitive kits and responses. Maintains and supports lab infrastructure and third-party applications necessary to test, benchmark, demo and demonstrate product performance, functionality and competitive differentiation. Works with product management, engineering, sales and partners to understand, synthesize and document customer use cases and differentiation use cases.
Primary Duties / Responsibilities
• Sales and channel readiness and enablement:
•Produce high-impact collateral and sales tools (including data sheets, white papers, presentations, web content, canned and live demos, videos, blogs, etc.)
•Create sales training for Citrix’s direct and channel sales teams
•Develop, package and distribute product highlight demos for use as sales tools and for integration into Citrix web marketing activities and PowerPoint presentations
•Develop and assist in delivering hands-on technical training to internal and external audiences as required
•Build excellent and effective relationships with technical communities in engineering, partners, SEs and analyst/blogger communities.
•Provide technical escalation assistance to field product specialists.
•Manage or participate in competitive intelligence efforts
•Maintain and support lab infrastructure and third-party applications necessary to test, benchmark, demo and demonstrate product performance, functionality and competitive differentiation
•Plan, manage and deliver competitive kits
•Assist with the design, construction and support of tradeshow technology infrastructure to support product demos and keynote demos, as well as customer/Executive Briefing Center demos
•Social Media and Viral Marketing
-Track, respond and support Citrix on public discussion groups and forums, and blog communities
-Assist with social media and viral marketing efforts by creating supporting technical, product, competitive or demo materials.
Qualifications and Requirements
Qualifications (Knowledge, Skills, Abilities)
•Excellent writing skills to create compelling and easy to understand marketing materials and competitive analysis.
•Strong verbal communication and customer presentation skills.
•Effective project management skills; develops and manages the execution of own items related to plans and campaigns, maintains own schedule and achieves deadlines.
•Strong creative thinking and ability to develop new ideas independently and conceptualize and synthesize data.
•Experience creating marketing documents.
•Strong critical thinking and analysis skills; ability to present information/data in a clear, succinct, and compelling way.
•Experience supporting cross functional teams in the development of sales tools and marketing programs.
•Strong drive for results with an ability to build and drive consensus.
Requirements (Education, Certification, Training, Experience)
•Minimum 5 years related industry experience with background in direct marketing.
•BS in Computer Science or related fields required. MS preferred
•Outstanding writing skills to create marketing plans, competitive analysis and executive presentations; effective delivery against tight deadlines and often anticipates and initiates work that requires minimal review
•Strong drive for results against tight deadlines in evolving and ambiguous situations.
•Outstanding verbal communication and customer presentation skills; executes without the aid of prepared material and is able to react on the fly to demanding customers and situations.
•Very strong written and verbal communication skills, including public speaking. Excellent presentation skills, with the ability to successfully convey complex ideas to large audiences with varied technical backgrounds
•Outstanding project management skills; leads multiple projects simultaneously and mentors team members Branch office solutions
•Ability to build and maintain a data center lab capable of supporting marketing, sales, engineering, and support activities
•Experience creating demos and competitive testing benchmarks
•Technical skills preferred:
-Application networking and application delivery (L4-L7)
-WAN optimization technologies (eg TCP optimization, application, Protocol acceleration, compression/caching, WAFS, QoS, SSL, multi-media/video -otimization, etc)
-Windows Server and Client Platforms
-Client server computing/thin client computing
-Server, desktop and application virtualization (at least one of XenServer, VMware or Hyper-V, XenApp, XenDesktop or related competitive solutions)