Job description
Job Title
Field Sales Manager
Job Scope
Develops and manages mid-sized opportunities driven by value-added resellers (volume and non-volume), strategic partners, to increase Citrix market share and revenue. Responsible for managing typically midsized accounts to achieve or exceed revenue targets in partnership with Partner Account Manager, Marketing Manager & Digital Sales team.
Main Duties and Responsibilities
- Develops and manages opportunities driven by value-added resellers (volume and non-volume), strategic partners, to increase Citrix market share and revenue.
- Works with Citrix Solutions Network (CSN) partners to increase Citrix product knowledge and efficiencies, and whenever possible, leveraging ISV and Citrix Strategic Business Alliances (CBA) relationships to drive sales into end user accounts.
- Responsible for all aspects of the sale from pricing negotiations to contract development to ensuring successful order fulfillment once the order has been received and processed by Citrix.
- Ability to leverage and maximize CSN/CBA/SI/ISV partners as the fulfillment channel while working with Citrix end user accounts on IT initiatives.
- Manage weekly forecasts against revenue targets and work closely with inside digital sales counterpart to manage the pipeline and set appropriate monthly and quarterly revenue expectations using Citrix-defined CRM and forecasting tools.
- Ability to partner with sales and service organizations and IT business executives within corporate environments
- Typically responsible for midsized accounts.
Position Requirements
- Experience establishing trusted relationships with current and prospective clients and other teams
- Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships with IT and Lines of Business
- Experience consistently overachieving on sales targets
- Experience quarterbacking account teams within a matrix sales team environment, promoting a "win as a team" approach
- Ability to develop relationships throughout the organization outside of existing footprint of technology
- Ability to identify key levers and compelling events within a customer base and structuring and executing a sales plan
Education
Bachelor’s degree in Business Administration, Sales and Marketing or any other related field.
Experience
- 5+ years of relevant experience selling software solutions in the region.
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