Lead Account Executive - North American Markets

Position Overview

Citrix is seeking a highly motivated and experienced Sales Account Executive to join our team. This role is focused on managing the sales cycle for a set of Enterprise accounts with a beachhead sales event over the next 3 years. The primary objective of this role is to successfully lead the commercial strategy and sales process for complex negotiations across these sets of accounts resulting in mutually beneficial outcomes for Citrix and the customer.

Key Responsibilities

Strategy & Discovery:

Maintain a clear understanding of customer's short and longer term strategies, documented in Account Strategy (Reviews)

Ability to provide a clear business value statement that Citrix provides, to customer and Citrix leadership, and documents in Account Strategy (Reviews)

Ability to provide a clear and precise view of current and future quarter forecasts, including:

A deal based forecast (DBF) that clearly shows expiring annual revenue (EAR) coverage on a four quarter rolling snapshot

A clear and detailed update on the largest in quarter and future quarters' opportunities, documented in SalesForce/CRM

Willingness to effectively and proactively partner with strategic partners

Commercial Execution:

Lead all commercial, legal and contract negotiations, with the support of Citrix legal, operations and finance resources

The ability to provide Commercial offerings, following Citrix GTM models and guidelines, that directly align to the customer's short and long term goals, validated by customer recognized and documented value, and worked on 6-9 months ahead of the beachhead event

A true team player with the ability to work across and with multiple CSG resources: ATS (Account Technology Strategists), Legal, Finance, Executive leadership, Sales Operations and strategic partners

Public customer reference production - have success with turning customers into public references for Citrix usage, and contracted as part of our commercial offerings

Relationship Management:

Establish and maintain VP and above relationships at multiple levels; EUC, Networking, Security & C-Suite

Continuous interaction with the above, assuring Citrix and customer vision and strategy are well understood:

Including annual EBCs

Including customer executives (VP & above) attending regional executive level events

Willingness to travel to where the customers are followed by timely T&E submission

Ideal Candidate Profile

* Education: Bachelor's degree in business, technology, or a related field.

* Proven Experience: 12+ years of experience in Enterprise Account selling, or Enterprise Account Management, preferably within the technology industry.

* Demonstrated experience closing large, complex agreements/deals

* Sales Acumen: Strong understanding of sales principles and the ability to negotiate effectively, up to and including with the C suite

* Customer Focus: Exceptional customer relationship management skills and a commitment to customer satisfaction.

* Communication Skills: Excellent written, presentation and verbal communication skills, proven track record of effective communications at the executive level

* Problem-Solving: Ability to analyze complex situations and develop creative solutions.

* Public speaking and the ability to present and tell a compelling story to an executive level audience

* Ability to constantly adapt and manage change

Compensation

Compensation for this role will be based on a base salary plus commission.

Why Citrix?

Cloud Software Group offers a dynamic and rewarding work environment, with opportunities for professional growth and development. We are committed to fostering a culture of innovation and collaboration, and we provide our employees with the resources and support they need to succeed.

Join Us

If you are passionate about customer success and looking for a challenging and rewarding career opportunity, we encourage you to apply.

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.