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  • 12 - 15 Years
  • Posted : 27 days ago

Job Description:

What were looking for

The Enterprise Account Manager (EAM) sells Citrix products and services direct to the company s most strategic, complex named accounts You will have significant experience of selling complex software solutions to large enterprise accounts You are viewed as an expert in either application and/or networking technologies Typically manages up to 10-15 large enterprise accounts from various verticals


Primary Duties / Responsibilities



  • Establish relationships and engage at executive levels within assigned accounts to identify and sell Citrix products and services direct to the company s 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

Requirements (Education, Certification, Training, and Experience)

  • Bachelor s degree or equivalent experience required

  • 12+ years of sales experience, with at least 5 years selling software/hardware to large enterprise accounts and strong history of quota achievement

  • Viewed as an expert in application software or networking sales in the company and/or industry

  • Track record of meeting or exceeding enterprise sales quotas

  • Proven track record in closing complex enterprise sales

  • Experience working with external partners to develop and close business within enterprise accounts

  • Experience in negotiating complex licensing agreements

  • 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

  • Experience in a 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

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Profile Summary:

Employment Type : Full Time
Industry : IT - Hardware / Networking
Salary : Not Disclosed
Deadline : 20th Apr 2020

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