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R12531 Enterprise Relationship Manager (Open)
Job Posting Title:
Enterprise Relationship Manager
The Citrix Enterprise Relationship Manager (ERM) establishes relationships and sells Citrix products and services direct to strategic, complex, or tactically important named Fortune 1000 accounts. Uses experience selling complex software solutions to large enterprise accounts to effectively build and lead teams of resources to achieve established account strategies.
Primary Duties / Responsibilities
Establish relationships and engage at staff levels to identify and sell Citrix products and services direct to the strategic, complex, or tactically important named Fortune 1000 accounts.
Carry a revenue quota to meets or exceed sales targets and demonstrate continuous progress towards achieving account strategies.
Interact strongly with customer at the Senior Management level with support on forming a relationship with C level contacts within these accounts. Understand and document customers business and IT strategies, priorities and goals.
Identify, develop, execute, and maintain account strategies to drive adoption of Citrix products 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 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 ensures 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 and management reporting in SalesForce.com.
Assist in securing non-commissionable revenue in assigned accounts (including Subscription Advantage).
Qualifications (knowledge, skills, abilities)
Demonstrated track record of establishing strategic executive level relationships to position and sell software and services to Fortune 500 companies. Must be a hunter - not a farmer ;
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. Accounts are key, highly strategic and have complex requirements.
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.
Solid understanding of Citrix competitive domain and technologies..
Requirements (Education, Certification, Training, and Experience)
Bachelors degree or equivalent experience required
8 to 10 years of sales experience, with at least 3 years selling software to large enterprise accounts.
Experience working with external partners to develop and close business within enterprise accounts.
Experience in negotiating complex software licensing agreements.
Track record of meeting or exceeding enterprise sales quotas in excess of $3 million a year.
Proven track record in closing complex enterprise sales.
Experience using sales automation tools such as SalesForce.com
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.
Enterprise Relationship Manager
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 were all about. The Perks: We offer competitive compensation and a comprehensive benefits package. Youll enjoy our workstyle within an incredible culture. Well give you all the tools you need to succeed so you can grow and develop with us.
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 or email us at 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.
Citrix (NASDAQ:CTXS) is leading the transition to software-defining the workplace, uniting virtualization, mobility management, networking and SaaS solutions to enable new ways for businesses and people to work better. Citrix solutions power business mobility through secure, mobile workspaces that provide people with instant access to apps, desktops, data and communications on any device, over any network and cloud. With annual revenue in 2014 of $3.14 billion, Citrix solutions are in use at more than 330,000 organizations and by over 100 million users globally. Learn more at
Citrix Systems Inc.