Andy Prior Email & Phone Number

Reading, England, United Kingdom

United Kingdom

Developed a new function managing an EMEA based group of 6 Architects supporting the Citrix partner network to develop joint solutions.• Enabled tech architects and partner presales teams to better understand the value of Citrix solutions and how they could sit into the partners solution offerings by:o Creating technical content including high level architectures, how to’ and value guides giving the partners the toolset they needed to implement the technical solution and to demonstrate value.o Delivering partner training on Citrix solutions so they could develop their own solutions.• Facilitated Partner and Distribution Webinars on Citrix technologies keeping them up to date with the latest technical content, features, and value.• Collaborated with the Business Development teams Marketing and Product management to create workable technical solutions and provide product feedback.• Worked closely with the Alliances Teams, and alliances partners such as Microsoft, Google, AWS and Nutanix to keep abreast of wider market developments and how the Citrix product behaved on their platform.Enable partner architects on Citrix technologies.Monthly tech channel update webinarsContent creation including:High level architecturesHow to guidesBefore & after value guides

London Area, United Kingdom

Reporting to the VP of Systems Engineering. Created a team of 14 Subject Matter Expert Solution Engineers covering EMEA, supporting Solution Engineering with product SME capabilities. A flexible team who needed to be 'always learning' and change specialities as products were retired or new ones came online.• Influenced $25M of product revenue, exceeding our target of $20M.• Developed a Worldwide network of Product Managers, SME's, Alliance Managers, Worldwide Enablement, Support, Demo Centre and Sales Engineering leadership, bettering communications, and removing boundaries between silos allowing for better transparency and improved communications.• Recruited a diverse team of talented individuals across EMEA. Developing them in their personal as well as company goals.• Directed the SME team on new product lines and/or acquisitions allowing us to support the field Systems Engineers and Partner communities on new product launches or new technologies.• Partnered with the Sales Engineers on RFI’s/RFP’s, security questionnaires, POC’s, Demos and Events• Collaborated with SE leaders and SE technical community to deliver Monthly webinars to the EMEA Solution Engineering and Consulting communities bringing in SMEs, product managers or other Solution Engineers to discus best practices, market trends & product updates.• Drove a program with Product Management to ensure products meet customer requirements, collected feedback from the field and fed back into the Product Management teams.New Product Launches - Systems Engineering\Partner enablementCutting edge technologies - day one SME support for new products, close alliances with the product groups and Worldwide Enablement essential.Built an agile team of 14 EMEA SME's covering all product ranges Citrix has.

Paddington, England, United Kingdom

Player\Manager building out a new Pre-sales team for the UKI area, managing a team of 8 Solution Engineers covering the Commercial & Public Sector segments. Reporting directly to the Solution Engineering Director for Northern Europe. Tight alignment with the be UKI Commercial & Mid-Market sales leadership to jointly develop both teams.Day to day was supporting the Sales Engineering team in their daily activities, including coaching, recruitment, Skills assessments & workforce planning.Excellent customer facing communication skills, presented the Citrix Vision at the Executive Briefing Centre to individual customers and opening the conversation to identify their specific issues and mapping how the Citrix solutions can help mitigate these issues.• Introduced the concept of Value selling, storytelling, questioning skills in collaboration with the Commercial and Mid-Market Sales teams driving tighter alignment between the two teams.• Re-invented the New Employee Sales Training (NEST - based on the councillor Salesperson methodology), working closely with the US. Gained approval to bring the US program to EMEA replacing the older new hire training with a more effective format and content.• Volunteered as spokesperson for EMEA into Worldwide Enablement to help drive the enablement requirements for EMEA. Direct input for the EMEA region training requirements to Worldwide enablement granting the region tailored training plan.• Awarded Sales Engineering Manager of the Year award for EMEA.A list of core competencies include:Recruiting & Coaching StorytellingPresenting to customers in the London Briefing CentreC-Level engagement coaching

Chalfont

Worked closely with the field sales teams and direct customer interactions supporting the sales cycle with Mid-market and Enterprise customers, providing technical guidance to the customer around the Citrix solutions set and show the value it provides. • Educating customers Partners on Citrix technologies.• Co-Wrote and won an RFI for a GSI delivering a joint service offering against competition.• Partnered with Sales in the identification, qualification of opportunities. • Collaborated with Sales to build and execute Account Plans, winning three $1M+ opportunities.• Configure Citrix technologies POV’s to meet customers’ requirements during the sales process.• Provide technical thought leadership and advice to customers on how to transform their digital experience leveraging the Citrix portfolio.• Developed customer champions and maintained a trusted advisor relationships with key customer stakeholders.• Independently delivered sales pitches, technical and whiteboard presentations.• Share best practices and developments in Citrix methodologies both internally at Partner and Customer events.

I assist the sales force with the technical side of the sales cycle in a Technical Pre-sales role; this role includes technical presentations to potential customers allowing me to present a tailored solution to suit their specific requirements and to present at events such as Citrix iForum and VMWorld demonstrating the ChipPC solution to a wider audience.Other duties include: End user and Chanel training, Implementations, and support where necessary.