Sales Manager in Parsippany, NJ

$150K - $200K(Ladders Estimates)

Citrix Systems, Inc   •  

Parsippany, NJ 07054

Industry: Enterprise Technology

  •  

5 - 7 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:


Citrix is in search of a dynamic Sales Manager who will be responsible for leading and managing a 10 person Enterprise sales team to achieve quarterly and annual revenue goals focused on named Enterprise level accounts in the NY/NJ area.

This position will be based out of the Parsippany, NJ office, with support for the NY/NJ Metro Area.

The Sales Manager must understand the overall business of the clients in their territory and how to assist the sales team in positioning Citrix products, messaging and services. Directs their team in managing multiple routes to market including channel and direct sales. Follows the go-to-market strategy in conjunction with the goals and objectives of the Geography. The Manager, Sales is responsible for overseeing that their team is effectively supporting the sales opportunities of their assigned area. The Sales Manager is also responsible for driving the professional development of their Sales staff, including mentorship, training, and performance evaluation. The position requires the ability to multi-task between team members in their support of different clients, sales opportunities, and other initiatives. Acts as an enabler to remove both internal (Citrix) and external (customer, partner) roadblocks and help their staff resolve challenges in support of sales opportunities.

What you'll do:

  • Lead sales team in consistently following the sales methodology and best practices, as well as using Salesforce.com as a system of record.
  • Provides frequent constructive feedback and encouragement, and demonstrates a sincere interest in their success and well-being.
  • Provide ongoing training to sales reps regarding sales skills, product knowledge, and market focus. Teach appropriate prospecting techniques for securing new clients, key account management, and general account maintenance. Ensure sales reps are properly trained and proficient in sales methodology.
  • Conduct periodic reviews of business including sales call activity, lead follow up, account reviews, prospecting and performance for each individual sales rep; personnel issues; and personal/professional developmental opportunities. Help identify and communicate competitive losses/wins across the sales team(s).
  • Provide day-to-day guidance for sales reps in matters of problem resolution, sales strategies, competitive analysis and pricing, bids/RFPs/RFQs, and corporate policy interpretation.
  • Perform key functions to recruit top-notch sales reps including interviewing, hiring, monitoring, employee feedback and documentation, counseling and coaching, and performance management / improvement when needed. Help identify staffing needs.
  • Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodology and provide guidance on career path direction. Implement personal development plans for individual team members.
  • Effectively manage expenses across the team (s).
  • Meet booking commitment goals by helping to set sales strategies and managing the execution of selling, through diligent lead follow-up, mining the installed customer base and prospecting.
  • Help identify coverage gaps (geographic, product, etc.) and manage investments to eliminate coverage gaps.
  • Obtain weekly sales forecasts from each sale rep and prepare a management level revenue projection for the current month, quarter and year. Manage and coach reps to ensure accurate and timely forecasts which are reflected in Salesforce.com.

Requirements

Bachelors' Degree or equivalent experience

5 + years of sales management experience preferably in the Information Technology industry.

Ability to travel 50 %+ of the time within assigned territory and other locations including Corporate HQ.

Candidate must live within the geography of the territory: NY/NJ Metro Area.

Preferred Qualifications

Sales and/or sales management experience at the Enterprise level, supporting SaaS products highly desired.

Should possess self-motivation, with advanced organizational, negotiation, problem solving skills and team building skills. Ability to develop creative deal structures, and guide team toward this goal.

Advanced level of specialized sales and product solution knowledge and ability to gain a solid understanding of Citrix competitive domain and technologies.

Able to articulate and understand the customer strategy and Citrix delivery infrastructure solution strategy for the specific technical area and coach sales teams on the same.

*LI-TH1


Valid Through: 2019-10-17