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Job Description :
Establish relationships and engage at executive levels within assigned accounts to identify and sell Citrix products and services direct to the companys 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.