Randy Jacques


Seasoned Software and Services Professional with over 18 years of international experience who has been a key executive in the successful startup of two services organizations. Established Citrix Consulting in Europe and Asia-Pacific and rapidly grew revenues in each geography. Consistently overachieved services revenue quota with less than budgeted resources. Developed innovative channel programs, including Citrix Advisor Rewards, an industry leading deal registration and value selling program. Demonstrated success in working with services channel partners and developing programs to increase engagement. Possesses excellent entrepreneurial, communication, analytical and organizational skills. Strengths include:

  • Relationship Building
  • Services Sales
  • Client / Partner Development
  • Consulting Management
  • Project Management
  • Standards and Methodology
  • Product Pricing
  • Software Licensing Programs
  • Sales / Channel Operations
  • Sales / Channel Programs
  • Sales / Channel Readiness
  • Strategy Development
  • Staff Development
  • Acquisition Planning / Integration
  • Software Revenue Recognition (SOP 97-2)
  • Sarbanes - Oxley

Work History

Work History
2005 - 2009

Director of Revenue Operations

Citrix Systems

Developed company revenue policy and managed the implementation of and compliance with the policy, including proper accounting for transactions. Provided guidance and leadership to global sales and marketing teams on product pricing, programs and promotions. Worked with Sales team to structure and price large complex arrangements. Collaborated with Business Development group on original equipment manufacturer (OEM) agreements.Led the Finance department’s acquisition integration team.Managed the Sarbanes – Oxley process.

  • Reviewed and approved product launch and readiness plans and promotions. Provided thought leadership during the development of product and channel promotions.
  • Reviewed and approved OEM agreements which ensured alignment with the company's strategic objectives.
  • Developed automated pricing exception process that resulted in faster approval times with increased tracking and compliance. 
  • Reviewed and approved large complex arrangements.
  • Created process for the analysis of the companies Vendor Specific Objective Evidence of fair value (VSOE) that resulted in a 75% reduction of effort while the number of products increased by 4X.
  • Developed the methodology and processes for Citrix's hardware VSOE analysis that ensured compliance with accounting standards.
2003 - 2005

Global Programs / Licensing Programs and Operations

Citrix Systems

Designed and implemented global sales channel and licensing programs.Provided thought leadership to the broader marketing and sales organizations to determine incentive and segmentation strategies and gain maximum solution and product exposure through partners and sales efforts. 

  • Developed and implemented Citrix Advisor Rewards, an industry leading deal registration program, which incented partners to invest in the selling process for Citrix products.
  • Developed the Citrix Global Systems Integrator (SI) pilot program, which significantly increased the company's revenues generated from SI partners. 
  • Established Global SI team to better align SI activities with corporate priorities and leverage resources globally.
  • Developed Global SI Forum, an event to bring together leading global SI partners to align with Citrix sales strategies. 
  • Redesigned SKU creation process to reduce time to market by 25%.
  • Led the Sales integration team for Citrix's first hardware company purchase. This included pricing, channel and sales programs and back office process integration.
2000 - 2003

Director, Consulting Services

Citrix Systems

Director, Consulting Services, (2000-2003)

Led establishment of the Citrix Consulting division, including business development, recruitment, and development of operational processes and procedures. Led International expansion of the Consulting Division. Established Central Region post acquisition of Innovex Group and exceeded revenue targets every quarter. 

  • Established and directed Citrix Consulting in Europe and Asia-Pacific. Each region grew to $1M business in one year, exceeding revenue targets.
  • Grew Central US region from startup to over $3 million in revenues.
  • Created Citrix Partner Services, that increased partner effectiveness and revenues as well as Citrix product revenue. Citrix Partner Services focused on the development of Citrix Solution Advisor's businesses through training, incentives and other services.
  • Established Citrix Solution Center to create best practice white papers for Citrix partners.
  • Collaborated with the Business Development team on the development of large global systems integrator relationships.
  • Developed mentoring program which sped up the development of new consultants.
1996 - 2000

Director / Co-Founder

Innovex Group

Regional consulting firm focusing on assisting companies with business strategy, business process redesign and technology integration. Innovex Group grew from 6 to 100 employees and over $7M in revenues. Citrix Systems, Inc purchased Innovex Group in 2000.

Key executive in consulting company focused on business strategy and technology solutions for local clients.

  • Developed and managed several of the company's largest customers and projects focusing on business strategy, re-engineering and e-commerce.
  • Generated over 25% of company revenues.
  • Developed project methodology and standards.
  • Established Technology Architecture team to create and disseminate best practices.
  • Created several of the companies back office processes and procedures
1991 - 1996

Senior Consultant

Accenture (Andersen Consulting)

Provided business process and technology consulting to Fortune 500 clients including AT&T, Disney and Pepsi.



Executive Enterprise Institute

Kellogg School of Management, Northwestern University

Executive Education program focusing on developing successful go-to-market strategies.

Masters of Business Administration (MBA)

University of Miami - School of Business

Bachelor of Science in Business Administration (BSBA)

The Ohio State University