We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device: YOU!
What we're looking for:
As an Enterprise Account Manager (EAM) you will sell Citrix products and services direct to the company’s most strategic, complex named accounts. You will have significant experience of selling complex software solutions to large enterprise accounts.
EAM is viewed as an expert in either application and/or networking technologies. Typically manages up to 8 large ITeS accounts. You will be expected to manager 15 to 25 Large IT/ITes accounts
Primary Duties / Responsibilities
Establish relationships and engage at executive levels within assigned accounts to identify and sell Citrix products and services direct to the company’s most strategic, complex named accounts. Strong customer interaction at the Sr. Management level with support on forming a relationship with C level contacts within these accounts.
Provides professional leadership, coordination and direction to the team.
Build up strategic contacts at CIO, managing director and executive level
Carry a revenue quota to meet or exceed sales targets and demonstrate continuous progress towards achieving account strategies.
Draw up and implement analysis of key accounts, using Citrix methodology
Identify, develop, execute, and maintain account strategies to drive adoption of Citrix product and services revenue within assigned enterprise accounts and their subsidiaries and affiliates. Accounts are key, strategic and may have complex requirements.
Establish and lead teams of internal and external resources to identify, pursue, and close specific opportunities consistent with account strategies.
Take on responsibility for overall project management – from acquisition of new IT projects to coordination of project participants.
Establish and maintain close relationships with inside sales, systems engineers, consultants, and sales specialists to access to and leverage from appropriate internal resources.
Establish and maintain relationships with resellers, system integrators, and any other external partner to develop and achieve account strategies and opportunity plans.
Understand and navigate account procurement practices to successfully negotiate profitable licensing contracts.
Drive prompt resolution of customer issues and ensure high levels of customer satisfaction with Citrix products and services.
Serve as the primary client contact for non-technical or support issues requiring escalation.
Provide regular and efficient updates on assigned accounts to sales management.
Ensure accurate and timely forecasts in CRM.
Qualifications (knowledge, skills, abilities)
Demonstrated track record of establishing strategic executive level relationships to position and sell software and services to listed companies.
Proven ability to develop and maintain executive level relationships with both business and IT customers.
Proven ability to develop and maintain strong working relationships with internal marketing, technology, implementation, and product development teams.
Strong consultative selling ability – critical questioning, listening, analytical, negotiation, communication, and presentation.
Demonstrated ability to develop and articulate compelling qualitative and quantitative business cases for IT solutions.
Proven ability to manage long, complex sales cycles from beginning to end and ability to close large complex deals with enterprise accounts.
Demonstrated knowledge of strategic/large account sales techniques and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close deals.
High energy, motivated self-starter attitude
Excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences in the local language and in English.
Requirements (Education, Certification, Training, and Experience)
Bachelor’s degree or equivalent experience required
12+ years of sales experience, with at least 5 years selling software/hardware to large enterprise accounts and strong history of quota achievement.
Viewed as an expert in application software or networking sales in the company and/or industry.
Track record of meeting or exceeding enterprise sales quotas
Proven track record in closing complex enterprise sales.
Experience working with external partners to develop and close business within enterprise accounts.
Experience in negotiating complex licensing agreements.
Network of enterprise “reference contacts” with whom one has built a trust relationship and with whom one can gain an audience to present Citrix solutions and identify opportunities.
Experience in a minimum of 1 to 2 of the following areas of expertise: (i) application and core technology (database, operating systems, application platforms, hardware, networking); (ii) Internet solution selling (service, hardware, software); and/or (iii) networking, security and/or WAN optimization.
Physical Demands / Work Environment
Ability to travel as appropriate in order to manage and close opportunities within assigned accounts and their subsidiaries and affiliates.
Work with minimal supervision.
Person must be flexible and able to deal with fast and rapid change.
What you’re looking for:
Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It’s a simple philosophy that guides everything we do — including how we work. If you’re in sales, we’ll help you make your numbers and a difference with a brand you can believe in. We want employees to do what they do best, every day.
Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.
Enterprise Relationship Manager
Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we’re all about. The Perks: We offer competitive compensation and a comprehensive benefits package. You’ll enjoy our workstyle within an incredible culture. We’ll give you all the tools you need to succeed so you can grow and develop with us.
Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications.
Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at https://www.citrix.com/about/legal/privacy/citrix-recruitment-privacy-notice.html
Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at ASKHR@citrix.com for assistance.
If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.