Why This Job is Featured on The SaaS Jobs
This midmarket commercial leadership role sits in a classic SaaS growth motion where expansion depends on territory design, partner coverage, and repeatable execution. The remit spans whitespace identification, structured account planning, and deal strategy, reflecting how established cloud vendors drive adoption beyond early enterprise wins. The emphasis on Arrow ECS alignment also signals a channel-influenced go to market model, common in infrastructure and workspace SaaS where partners shape reach and packaging.
For a SaaS career, the value is in learning how revenue is operationalised at scale: pipeline velocity, conversion discipline, forecast accuracy, and partner productivity are treated as managed systems rather than ad hoc outcomes. Experience here tends to translate across SaaS organisations that rely on multi stakeholder selling, bundled offers, and multi year commercial outcomes, especially where pricing and packaging choices materially affect win rates.
This position best suits a commercial operator who prefers rigor over improvisation and is comfortable influencing without owning every resource directly. It aligns with professionals who enjoy working through partner ecosystems while staying close to core sales mechanics like opportunity inspection and account expansion. It also fits someone ready to be measured against clear operational KPIs and to collaborate tightly with marketing and enablement.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Territory & Coverage Strategy
- Execute midmarket territory plans aligned to GEO priorities and partner coverage models
- Align with Arrow ECS to ensure the right sellers and partners are focused on priority midmarket segments
- Identify whitespace and underpenetrated accounts across the midmarket customer base
Account & Opportunity Planning
- Drive structured account planning for high-potential midmarket customers
- Lead opportunity planning focused on qualification, pipeline velocity, and conversion
- Support Arrow ECS sellers and partners in positioning bundled and packaged Citrix solutions
Deal Strategy & Commercial Execution
- Influence deal strategy toward account expansion and multi-year outcomes
- Support pricing, packaging, and commercial alignment for midmarket transactions
- Improve win rates through disciplined opportunity inspection and execution rigor
Sales Alignment & Collaboration
- Maintain strong alignment with Arrow ECS midmarket sales teams
- Partner with marketing and enablement teams on midmarket GTM campaigns
- Escalate strategic opportunities and risks through the Geo Commercial Sales Lead
KPIs
- Midmarket revenue growth (double-digit target)
- Pipeline velocity and conversion rates
- Average deal size growth
- Forecast accuracy and pipeline hygiene
- Partner productivity and coverage effectiveness
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.
