Citrix Secure Developer Spaces (SDS) is redefining how enterprises deliver secure, high‑performance developer environments.We’relooking foraPrincipal Solutions Specialistwho can translate the power of Cloud Development Environments (CDEs) into clear business value for engineering, security, and EUC stakeholders.You’llpartner with Account Executives to drivepipelines, orchestrate technical wins, and land SDS as the next‑generation secure developer platform aligned to modern Development, DevOps, andDevSecOpspractices.
You’llrun deepdiscoveries, craft solution architectures anchored in SDS (with Citrix technologies like NetScaler, Secure Private Access, and DaaS as needed), build compelling business cases (TCO/ROI), and lead evaluations/PoCsto successful closure. If you enjoy selling with architecture diagrams, whiteboarding CI/CD and access patterns, and making compliance officers smile—this role is for you.
Sales & Technical Leadership
Own thetechnical sales strategyfor SDS in your accounts/territory;partner with AEs on account plans, qualification, and opportunity strategies.
Runmulti‑persona discovery(Developer, Platform/DevOps, Security, EUC) to map pains: VDI costs, WSL friction, compliance, tool sprawl, onboarding speed, data exfiltration risk.
Designsolution architecturesfor secure remote development using SDS workspaces, policy‑as‑code templates, and Zero Trust access (SPA/NetScaler), aligned toDevSecOpscontrols.
Deliver tailoreddemos, workshops, and technical briefings that connect SDS features to measurable outcomes (time‑to‑first‑commit, build times, PoC cycle time, VDI cost reduction, DLP posture).
Create and presentvalue narrativesand executive‑level business cases (TCO/ROI), including comparisons vs. status quo (VDI/AVD/DevBox) and alternatives (e.g.,Codespaces,Gitpod, Coder).
Co‑orchestratePoCs/trialswith Customer Success and Engineering; define success criteria, test plans, and exit criteria; track risks and mitigation; ensure rapid time‑to‑value.
Feedmarket and competitive insightsback to Product/PMM; help evolve playbooks, reference architectures, and security guidance (DevSecOpsalignment, SBOM/SCA/credential management).
Partner with Citrix portfolio teams (NetScaler, SPA, DaaS) and strategic partners (clouds/IDP/Dev tools) to deliverintegrated architecturesand joint wins.
Contribute toenablement(internal and partner): build repeatable assets—demo scripts, discovery guides, calculators, and objection‑handling content.
Translatesecurity and compliancerequirements (Zero Trust, DLP, data residency, regulated workloads) into SDS configurations and deployment patterns.
Guide customers throughoperating model choices(vendor‑managed in customer cloud vs. self‑managed), networking patterns, SSO/IdP integration (OIDC/SAML), and governance.
Lead thetechnical close plan: architecture validation, success story packaging, references, and handoff to delivery/customer success with a documented plan.
12+ years(8 years with aMasterdegree)intechnical sales/pre‑sales(Sales Engineer/Architect/ATS) for platforms or security/Dev tools; proven record influencing complex enterprise deals.
Practical understanding ofCDEs and developer workflows: Git (GitHub/GitLab/Bitbucket), CI/CD, IDEs, containers, Kubernetes, and artifact registries.
Working knowledge ofZero Trustpatterns (ZTA/SPA),SSO/IdP(OIDC/SAML),networking(ingress/proxy, L7), andsecurity controls(DLP, least‑privilege, secrets).
Comfortable withDevSecOpsconcepts (SBOM/SCA, policy‑as‑code, supply‑chain risks) and mapping controls to developer experience without adding friction.
Excellentstorytelling and whiteboardingskills; able to brief executives and go deep with architects; strong written communication (diagrams, proposals, RFP/RFI).
B.S.or M.Sc.in CS/EE or equivalent.
Hands‑on withKubernetes(CKA/CKADa plus), containers, and at least one major cloud (AWS/Azure/GCP certifications welcomed).
Experience selling toPlatform Engineering/DevOps/Securitypersonas and partnering with EUC teams; familiarity withVDI cost modelsand developer onboarding challenges.
Exposure toIDPs(Backstage/RHDH), secure coding tools (SAST/DAST/SCA), and governance/compliance in regulated industries.
Ability to buildTCO/ROImodels showing savings vs. legacy VDI and productivity gains from standardized, policy‑governed workspaces.
Multilingual (e.g., English + German/French/Japanese) and international enterprise experience.
Help customers transition from fragile, costly developer desktops tosecure, governed, on‑demand CDEsthat unblock velocity and reduce risk.
Sell a platform at the intersection ofdeveloper experience, platform engineering, and Zero Trust security—with clear, quantifiable outcomes.
Join a collaborative, high‑impact team with room to shape theSDS go‑to‑market, assets, and reference architectures.
Pipeline & Win Rate:Qualified SDS opportunities, PoC‑to‑close 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, time‑to‑first‑commit 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), asrequired.
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 contact us via the Bridge portal for assistance.
