Senior Principal Solutions Specialist

Job description

Sales and Technical Strategy 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 where requirements, architecture, ownership, or customer buying processes may not yet be clearly defined. 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 such as time-to-first-commit, onboarding time, build performance, evaluation cycle time, infrastructure utilization, VDI cost reduction, and security posture. Develop and present executive-level value narratives and business cases, including TCO and ROI analysis and comparisons with existing VDI, AVD, Dev Box, local development, and alternative CDE platforms such as GitHub Codespaces, Gitpod, and Coder. Intervene in strategic or stalled opportunities to identify technical and organizational blockers and establish a credible path to customer decision and closure. Strategic and Technical Authority Serve as a recognized SecurSpaces technical authority for Citrix field teams, partners, and senior customer stakeholders. Advise customer executives—including CTOs, CIOs, CISOs, Heads of Engineering, and Platform Engineering leaders—on developer environment, developer security, and agentic-computing strategy. Lead architecture decisions for complex SecurSpaces deployments involving multiple business units, regions, cloud environments, security domains, or regulatory requirements. Design secure development architectures using SecurSpaces workspaces, templates, policy controls, credential protection, network isolation, and Zero Trust access through technologies such as Secure Private Access and NetScaler. 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, including credential brokering, workspace-level network controls, MCP and tool governance, agent identity, policy enforcement, auditability, and controlled access to enterprise systems. 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. Evaluation and Customer Adoption Provide technical leadership for SecurSpaces’ most strategic evaluations and proofs of concept, including multi-region, regulated, platform-wide, and cross-portfolio opportunities. 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, including Citrix-managed deployments in the customer’s cloud and customer-managed deployment models. Advise customers on networking, ingress and egress controls, proxy architectures, SSO and identity integration using OIDC or SAML, 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. Organizational and Cross-Team Leadership 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—including NetScaler, Secure Private Access, DaaS, and endpoint solutions—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. Product and Market Influence 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. Qualifications 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