ERM for Federal System Integrators (SIs)

Job ID: 5690Position Description: The ERM for Federal System Integrators (SIs) leads relationship and business development efforts within assigned System Integrators' accounts to achieve or exceed annual sales targets. Engages on a regular basis with partners, specifically our SIs as part of ongoing planning and selling efforts. Leads and coordinates partners throughout the sales process to maximize value add to the customer. Balances the development and pursuit of opportunities for next 9 to 12 months with identifying and developing longer-term opportunities. Cultivates long-term relationships and regularly leads or participates in marketing activities and IT events. Develops a documented account strategy, including organizational charts and strategic and tactical goals, develops and leverages strong sponsors/advocates to expand presence and relationships with key IT and line-of-business decision makers across the organization. ERM differentiates Citrix solutions from competition when addressing customer short-term, project, or tactical needs then applies a detailed understanding of customer’s unique buying process to develop, document, and lead a team of resources to develop and execute an opportunity plan for complex deals. Employs creative team-building and resourcing concepts to build strong cross-functional teams and keep them engaged without micromanaging the tactical work. Engages with customers to develop strong qualitative and quantitative business cases for Citrix solutions. Probes to understand their needs and underlying drivers. Recommends a variety of approaches to solving the customer’s problem.Primary Roles:• Meet or exceed sales targets and demonstrate continuous progress towards achieving account strategies. • Establish relationships with business and IT executives within assigned accounts.• Establish relationships and engage at staff levels within assigned accounts to identify and pursue specific opportunities. • Understand and document customer’s business and IT strategies, priorities and goals.• 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.• Establish and lead teams of internal and external resources to identify, pursue, and close specific opportunities consistent with account strategies.• 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. • Position Citrix solutions strategically within assigned accounts.• Establish Citrix solutions as approved and recommended standards with assigned accounts.• Ensures that agreed upon schedules and budgets are met.• Drive prompt resolution of customer issues.• Ensures high levels of customer satisfaction with Citrix products and services. • Establish plans for and manage daily account communication regarding status of all activity. • 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 SalesForce.com.• Proactively develop and maintain a strong knowledge of the business value of all Citrix solutions.• Assist in securing non-commissionable revenue in assigned accounts (including Subscription Advantage).Position Requirements:• Successful track record of achieving or exceeding aggressive sales goals.• Demonstrated ability to develop and manage a strong pipeline of business across multiple enterprise accounts.• Demonstrated track record of establishing strategic executive level relationships to position and sell IT solutions to Fortune 1000 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. • Experience working with external partners to develop and close business within enterprise accounts.• 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.• Proven 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.• Experience in negotiating complex software licensing agreements. • Solid understanding of Citrix competitive domain and technologies • Experience using sales automation tools such as SalesForce.com.Requirements (Education, Certification, Training, and Experience)• BA/BS in Business Administration or equivalent, MBA Preferred. Significant related sales and management experience may be substituted.• Experience in maintaining solid business relationships and working with both enterprise accounts and indirect sales channels (resellers, distributors, system integrators, etc.).• Experience in managing and engaging with customers in different levels of the organization.• Track record of meeting or exceeding enterprise sales quotas in excess of $2 million a year.• Prior enterprise account sales experience - preferably 5 years industry experience with 2 years in enterprise software sales. • Proven track record in closing complex enterprise sales.• Proven track record in identifying enterprise opportunities and building a predictable pipeline and forecast in pursuit of achieving or exceeding assigned quota. • 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.• 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 experience• Consultative/solutions sales experience..Additional Information: Travel Percentage: 50% Company:   Citrix Location:   Bethesda, MD 20814 Status:   Full Time, Employee Job Category:   Sales/Retail/Business Development Career Level:   Experienced (Non-Manager) Education Level:   Bachelor's Degree