Position Summary
The Account Manager is a critical role within our organization, primarily responsible for managing and renewing existing customer contracts within assigned Named Accounts. The core focus of this position is to ensure successful co-terming of all extension events, aligning with the customer's strategy. While uplifts are expected, they will likely be moderate and guided by leadership directives.
Key Responsibilities
• Renewal Management: Lead the renewal process for all assigned accounts, ensuring timely and successful contract renewals.
• Co-Terming: Strategically align renewal dates with the customer's beachhead.
• Relationship Management:
• Establish new and maintain existing VP and above relationships at multiple levels; EUC, Networking, Security & C-Suite
• Continuous interaction with the above, assuring Citrix and customer vision and strategy are well understood
• Including annual Executive Briefing Events
• Including customer executives (VP & above) attending regional executive level events
• Upsell Opportunities: Identify and pursue potential upsell opportunities within existing accounts, in alignment with leadership guidance.
• Negotiation: Skillfully negotiate contract terms and pricing to achieve mutually beneficial outcomes for both the company and the customer.
• Partner Management: Willingness to effectively and proactively partner with strategic partners
Qualifications
• Experience: Minimum of 3 years of experience in sales and negotiation, preferably within a B2B environment.
• Communication: Excellent verbal and written communication skills, with the ability to clearly articulate value propositions and negotiate effectively.
• Relationship Building: Proven ability to build and maintain strong relationships with customers and internal stakeholders.
• Business Acumen: Strong understanding of business drivers and the ability to align solutions with customer needs.
• Results Orientation: Demonstrated track record of achieving and exceeding sales targets and renewal goals.
Compensation
Compensation for this role will be based on a base salary plus annual bonus (Corporate Incentive Plan or CIP).
