Lead Account Executive - North American Markets
Citrix Systems, Hartford, Connecticut, United States
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 is to lead the commercial strategy and sales process for complex negotiations across these accounts, resulting in mutually beneficial outcomes for Citrix and the customer. Key Responsibilities
Strategy & Discovery:
Maintain a clear understanding of the customer's short and longer term strategies, documented in Account Strategy (Reviews). Provide a clear business value statement that Citrix provides to the customer and Citrix leadership, documented in Account Strategy (Reviews). Provide a clear and precise view of current and future quarter forecasts, including: A deal-based forecast (DBF) showing expiring annual revenue (EAR) coverage on a four-quarter rolling snapshot. A clear and detailed update on the largest in-quarter and future-quarter opportunities, documented in Salesforce/CRM. Willingness to effectively and proactively partner with strategic partners. Commercial Execution:
Lead all commercial, legal and contract negotiations, with support from Citrix legal, operations and finance resources. Provide commercial offerings that follow Citrix GTM models and guidelines, aligned 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. Be a true team player with the ability to work across multiple resources: ATS (Account Technology Strategists), Legal, Finance, Executive leadership, Sales Operations and strategic partners. Public customer reference production – have success turning customers into public references for Citrix usage, and contracted as part of our commercial offerings. Relationship Management:
Establish and maintain VP-level and above relationships at multiple levels (EUC, Networking, Security & C-Suite). Maintain continuous interaction to ensure Citrix and customer vision and strategy are well understood, including annual EBCs and involvement of customer executives (VP & above) at regional executive events. Willingness to travel to customer sites with 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 in 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, with a 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 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. Compensation may vary depending on location, qualifications including job-related education, training, experience, licensure, and certification, which could result in a range outside of these figures. Some roles are eligible for additional rewards, including annual bonus and sales incentives, depending on the terms of the applicable plan and role as well as individual performance. Compensation ranges by location: NY $144,086–$216,130; CA $150,351–$225,527; All other locations: General State range $125,293–$187,939. Benefits may vary depending on employment type and country. U.S.-based employees are typically offered access to healthcare, life insurance, disability benefits, and a 401(k) plan with company match. This requisition has no specific deadline for completion. About Us
Cloud Software Group is one of the world\'s largest cloud solution providers, serving more than 100 million users globally. We value passion for technology, courage to take risks, and a culture that empowers learning, dreaming, and building the future of work. We are at a moment of significant evolution and growth, and we need your expertise to move skills to the cloud. Cloud Software Group is committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws prohibiting employment discrimination. All qualified applicants will receive consideration without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity or expression, ethnicity, national origin, ancestry, citizenship, religion, disability, pregnancy or related medical conditions, marital status, military service, protected veteran status, political activity or affiliation, or statutorily protected leave. 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.
#J-18808-Ljbffr
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 is to lead the commercial strategy and sales process for complex negotiations across these accounts, resulting in mutually beneficial outcomes for Citrix and the customer. Key Responsibilities
Strategy & Discovery:
Maintain a clear understanding of the customer's short and longer term strategies, documented in Account Strategy (Reviews). Provide a clear business value statement that Citrix provides to the customer and Citrix leadership, documented in Account Strategy (Reviews). Provide a clear and precise view of current and future quarter forecasts, including: A deal-based forecast (DBF) showing expiring annual revenue (EAR) coverage on a four-quarter rolling snapshot. A clear and detailed update on the largest in-quarter and future-quarter opportunities, documented in Salesforce/CRM. Willingness to effectively and proactively partner with strategic partners. Commercial Execution:
Lead all commercial, legal and contract negotiations, with support from Citrix legal, operations and finance resources. Provide commercial offerings that follow Citrix GTM models and guidelines, aligned 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. Be a true team player with the ability to work across multiple resources: ATS (Account Technology Strategists), Legal, Finance, Executive leadership, Sales Operations and strategic partners. Public customer reference production – have success turning customers into public references for Citrix usage, and contracted as part of our commercial offerings. Relationship Management:
Establish and maintain VP-level and above relationships at multiple levels (EUC, Networking, Security & C-Suite). Maintain continuous interaction to ensure Citrix and customer vision and strategy are well understood, including annual EBCs and involvement of customer executives (VP & above) at regional executive events. Willingness to travel to customer sites with 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 in 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, with a 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 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. Compensation may vary depending on location, qualifications including job-related education, training, experience, licensure, and certification, which could result in a range outside of these figures. Some roles are eligible for additional rewards, including annual bonus and sales incentives, depending on the terms of the applicable plan and role as well as individual performance. Compensation ranges by location: NY $144,086–$216,130; CA $150,351–$225,527; All other locations: General State range $125,293–$187,939. Benefits may vary depending on employment type and country. U.S.-based employees are typically offered access to healthcare, life insurance, disability benefits, and a 401(k) plan with company match. This requisition has no specific deadline for completion. About Us
Cloud Software Group is one of the world\'s largest cloud solution providers, serving more than 100 million users globally. We value passion for technology, courage to take risks, and a culture that empowers learning, dreaming, and building the future of work. We are at a moment of significant evolution and growth, and we need your expertise to move skills to the cloud. Cloud Software Group is committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws prohibiting employment discrimination. All qualified applicants will receive consideration without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity or expression, ethnicity, national origin, ancestry, citizenship, religion, disability, pregnancy or related medical conditions, marital status, military service, protected veteran status, political activity or affiliation, or statutorily protected leave. 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.
#J-18808-Ljbffr