Digital Field Sales Manager - Mid Market

Citrix Systems Inc. Fort Lauderdale , FL 33309

Posted 2 months ago

We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device: YOU!

What we're looking for:

You are a natural people person with excellent communications skills and thrive in meeting face- to-face with clients and to present them with solutions that make their business run better. You have 5 years of sales experience within a high tech environment, discrete quota carrier, ideally software sales, with a demonstrated track record of closing large, complex deals.

You have a track record of success in a consultative sales environment, with an expert knowledge of consultative sales tools and techniques. You have an uncanny ability to understand customer needs, overcoming client objections, assist with ROI analysis and closing the sale; You have proven success in grow deals from single use case, product specific to wall-to-wall, Citrix solutions. You have a track record of exceeding your quota.

What you will do

As a Field Sales Manager in Digital Sales, You'll drive sales and deal closure of the entire Citrix portfolio as an overlay in your territory. The position will report to the Regional Director with a dotted line to the Front Line Manager. This is a hybrid inside and field role, requiring travel to meet customers and partners. You will establish relationships and engage with the Digital Sales territory managers to identify opportunities and position Citrix products and services. In this role, you would increase Citrix penetration and adoption of Citrix solutions within assigned territory by using a leveraged model (e.g., sales engineer, networking specialist, digital sales territory manager, and channel) to create opportunities.

Your Key Responsibilities Will Include

Carrying out all aspects of the sale including:

  • Proficient in C level selling and negotiations - CTO, CIO, CFO, CPO, CEO and COO

  • Advanced closing skills required including ability to control deals by navigate the stages and cycles with clear path to PO, deal crafting, financial terms, partner terms and proposal presentation to C suite

  • Value Based Selling with ability to position Citrix value as well as accelerate and maximize customer value.

  • Creating proposals tied to business value and our customer's strategic goals, ROI & TCO

  • Understanding the Citrix products/packaging at a very detailed level (we will train you) so you can maximize the value for both our customers and for Citrix.

  • Creating/managing and accurately forecasting opportunities in salesforce using best case, likely, and commit.

  • Managing both an indirect customer procurement (channel) and direct customer engagement model

  • Leveraging and maximizing network partners and alliances, as the fulfillment channel while working with Citrix end user accounts

  • Leverage the Territory Managers to prospect within territory and "tee-up" highly qualified deals for the FSM to grow and close.

  • Mentor Territory Managers

  • Conduct effective Executive Briefings in EBC's & annual Business Reviews key strategic with purposeful content aimed at the How Citrix solutions will drive value for the customer, outside of the standard technology play (more productive employees, more competitive in marketplace,

  • Managing weekly forecasts against revenue targets

  • Working with partners to increase Citrix product knowledge and efficiencies.

Requirements

Qualifications and Requirements

  • Bachelor's degree or equivalent experience

  • 5 years prior territory sales experience in a high tech

  • You have a proven track record of exceeding sales goals/quotas in direct quota carrying sales role as an individual contributor

  • Ability to travel within assigned territory and other locations including Corporate HQ

  • You possess strong knowledge of sales techniques and processes

  • Experience working with Channel Partners in an indirect sales motion

  • Knowledge of complementary hardware and software solutions

  • You have a track record of success in a consultative sales environment, with an expert knowledge of consultative sales tools and techniques. An ability to understand customer needs is key, as well as overcoming objections, ROI analysis and closing the sale

Preferred Requirements

  • Knowledge of Citrix products is preferred
  • LI-BO1

What you're looking for:

Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It's a simple philosophy that guides everything we do - including how we work. If you're in sales, we'll help you make your numbers and a difference with a brand you can believe in. We want employees to do what they do best, every day.

Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.

Functional Area:

ShareFile (Inside Sales)

About us:

Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we're all about. The Perks: We offer competitive compensation and a comprehensive benefits package. You'll enjoy our workstyle within an incredible culture. We'll give you all the tools you need to succeed so you can grow and develop with us.

Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications.

Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at https://www.citrix.com/about/legal/privacy/citrix-recruitment-privacy-notice.html

Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at ASKHR@citrix.com for assistance.

If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.


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