Enterprise Relationship Manager in Virtual / Travel

$100K - $150K(Ladders Estimates)

Citrix Systems, Inc   •  

Virtual / Travel

Industry: Enterprise Technology


8 - 10 years

Posted 56 days 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:

The Enterprise Relationship Manager establishes relationships and engages with the business and IT management level to identify opportunities and sell Citrix products and services direct to existing named Fortune 1000 accounts.

This is a remote based position focused on accounts in the Southern California area with travel to customer accounts, and Citrix sales team meetings as needed.

Objective: Increase share of wallet and product and service solution revenue generation within Citrix's largest accounts; be a technology thought partner for the customer

Covers 10-15 large enterprise accounts (~150-200 seats) with history of consistent revenue generation

Drives share of wallet gains by selling the entire Citrix portfolio

Develops deep multi-year relationships with C-suite or equivalent

Manages a team of Citrix and Alliance partner resources

Job Responsibilities:

Establish relationships and engage with the business and IT management level to identify opportunities and sell Citrix products and services direct to existing named Fortune 1000 accounts. Understand their business and IT strategies, priorities and goals.

Carry a revenue quota to meet or exceed sales targets and demonstrate continuous progress towards achieving account strategies.

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.

Drive prompt resolution of customer issues and ensure high levels of customer satisfaction with Citrix products and services as well as serving 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 and reporting to management

Assist in securing non-commissionable revenue in assigned accounts (including Subscription Advantage).

Job Requirements:

Bachelor's degree or equivalent experience required.

8+ years of sales experience, with at least 5+ years selling software.

Track record of meeting or exceeding sales quotas in excess of $3 million a year.

Experience in technology field selling into large strategic accounts up through Management level.

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

Experience working with external channel partners.

Experience in negotiating complex software licensing agreements.

Experience using sales automation tools such as SalesForce.com.


Valid Through: 2019-10-18