Enterprise Account Manager

Role Overview

• Own the full enterprise sales lifecycle for assigned accounts, from account planning and opportunity creation through negotiation and close.
• Develop and execute account-based strategies that drive recurring ARR growth while simplifying and consolidating existing commercial motions.
• Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to unlock new use cases and translate it into new business opportunities.
• Plan and execute territory and account strategies with full accountability for pipeline health, forecast accuracy, and revenue outcomes.
• Demonstrates a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor demonstrating how Citrix can impact their objectives.
• Understand each customer’s technology footprint and strategy, business drivers and landscape, and strategic growth plans.
• Build and maintain relationships with executives and business/technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions.
• Negotiate and manage end-to-end, complex sales-cycles, often presented to C-level executives.
• Identify the right specialist/support resources to bring into account negotiations and presentations.
• Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support.
• Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
• Develop plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.
• Plan and execute the assigned territory/accounts, taking 360 accountability on delivering mutual long-term sustainable goals.

Requirements

• 7+ years of sales experience within software OR solutions sales organization
• Team Player
• leverage, orchestrate and manage the broader Account Team, with close interaction with roles such as ATS, Architect, Product Management etc.
• Open, always learning, Growth mindset with "can do" approach
• comfortable with Changes & challenges.
• Navigate complex processes for Deal Strategy, Commercial Approvals etc.
• Experience establishing trusted relationships with current and prospective clients and other teams
• Build and sustain trusted relationships with senior executives and decision-makers at C-Level IT and LoB
• Experience consistently overachieving sales targets
• Experience quarterbacking account teams within a matrix sales team environment, promoting a "win as a team" approach
• Ability to develop relationships throughout the organization outside of existing footprint of technology
• Ability to identify key levers and compelling events within a customer base and structuring and executing a sales plan
• Fluent verbal & written English language skills are required.

Tech Stack

• Citrix

Benefits

• Equal Employment Opportunity (EEO) commitment
• Reasonable accommodation for disabilities