Citrix Systems
Principal Account Executive - Federal Civilian
Citrix Systems, Baltimore, Maryland, United States,
Cloud Software GroupJob Description: Principal Account Executive - Federal Civilian
More than 100 million users around the globe rely on Cloud Software Group (Cloud SG) to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed and sovereign cloud environments. We enable our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight and collaboration.The Account Executives at Cloud SG lead our most valued customers across this journey, partnering with each assigned account to identify and deliver advanced technical solutions from across our broad portfolio, that result in focused business outcomes for both customers and Cloud SG. In the Account Executive role, you will produce new and recurring sales revenue, driving growth through advanced and complex account planning. This role provides the opportunity to leverage your extensive customer and sales experience to execute against a strategic account and growth plan, using business development strategies within a defined set of Federal Civilan accounts focused on solutions from our Citrix business unit.Job responsibilities:Execute an account-based sales strategy in assigned portfolio, focusing on growth and retention; drives accountability to deliver on account plans among the extended customer teams internally.Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities.Provide detailed and accurate sales forecasting with emphasis on several customer and Cloud SG key performance indicators (KPIs)Demonstrates a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor demonstrating how Cloud SG can impact their objectivesUnderstand each customer's technology footprint and strategy, business drivers and landscape, and strategic growth plans.Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactionsNegotiate and manage end-to-end, complex sales-cycles, often presenting to C-level executivesIdentify the right specialist/support resources to bring into account negotiations and presentationsAdvocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and supportLeverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.Develops plans to offer solutions that satisfy customers' KPIs and align the right partner solution for customer industry needs.Candidate Requirements:10+ years of sales experience within software OR solutions sales organization5+ years experience selling SaaS or PaaSExperience in selling to US Federal Government organizations and related experience with government procurement and contractingExperience establishing trusted relationships with current and prospective clients and other teamsExperience producing new business, negotiate deals, and maintain healthy C-Level relationships with IT and Lines of BusinessExperience consistently achieving sales targetsExperience quarterbacking account teams within a matrix sales team environment, promoting a"win as a team" approachDemonstrated ability to use value based consultative sellingExperience with advanced Account Planning techniques, including the development, execution and tracking of short- and long-term account objectives, customer goals and action stepsObjection Handling & Negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors' solutions
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More than 100 million users around the globe rely on Cloud Software Group (Cloud SG) to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed and sovereign cloud environments. We enable our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight and collaboration.The Account Executives at Cloud SG lead our most valued customers across this journey, partnering with each assigned account to identify and deliver advanced technical solutions from across our broad portfolio, that result in focused business outcomes for both customers and Cloud SG. In the Account Executive role, you will produce new and recurring sales revenue, driving growth through advanced and complex account planning. This role provides the opportunity to leverage your extensive customer and sales experience to execute against a strategic account and growth plan, using business development strategies within a defined set of Federal Civilan accounts focused on solutions from our Citrix business unit.Job responsibilities:Execute an account-based sales strategy in assigned portfolio, focusing on growth and retention; drives accountability to deliver on account plans among the extended customer teams internally.Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities.Provide detailed and accurate sales forecasting with emphasis on several customer and Cloud SG key performance indicators (KPIs)Demonstrates a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor demonstrating how Cloud SG can impact their objectivesUnderstand each customer's technology footprint and strategy, business drivers and landscape, and strategic growth plans.Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactionsNegotiate and manage end-to-end, complex sales-cycles, often presenting to C-level executivesIdentify the right specialist/support resources to bring into account negotiations and presentationsAdvocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and supportLeverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.Develops plans to offer solutions that satisfy customers' KPIs and align the right partner solution for customer industry needs.Candidate Requirements:10+ years of sales experience within software OR solutions sales organization5+ years experience selling SaaS or PaaSExperience in selling to US Federal Government organizations and related experience with government procurement and contractingExperience establishing trusted relationships with current and prospective clients and other teamsExperience producing new business, negotiate deals, and maintain healthy C-Level relationships with IT and Lines of BusinessExperience consistently achieving sales targetsExperience quarterbacking account teams within a matrix sales team environment, promoting a"win as a team" approachDemonstrated ability to use value based consultative sellingExperience with advanced Account Planning techniques, including the development, execution and tracking of short- and long-term account objectives, customer goals and action stepsObjection Handling & Negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors' solutions
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