Job Details:
The Senior Account Executive consistently exceeds quota by managing assigned territory; uncovers and develops new business within whitespace accounts; expanding business with existing customer; representing the entire Citrix product line; demonstrating a mastery of selling the suite of products; articulating business value to prospects and customers by applying extensive knowledge of competitive landscape and broad collaboration market; continuously raising expectations of achievement potential for the entire sales team; and builds C-level relationships in customer organizations and relates on a peer level.
Your responsibilities include
*.Apply research, industry knowledge and customer experience, evaluates and maps assigned territory and plans and executes sales strategy, including targeted verticals and named accounts
*.Apply deep understanding of the broader business goals of the customer in the account review process; aligns Citrix products to the achievement of customer business objectives and puts together bundled solutions that embed Citrix products into the customer's business infrastructure; leverages referrals from existing customers to other organizations; identifies opportunities for customer success stories, case studies and testimonials; communicates to the Voice of the Customer team
*.Follow ups on and generates leads; develops relationships with decision makers; qualifies prospects, demonstrates our technology, uncover current challenges and business drivers, and delivers customized C-level presentations, including ROI analysis skills
*.Uses "command of the message" and other sales methodologies to understand customer needs, current challenges and business drivers, overcome objections, and articulate the benefits of our solutions, applying advanced ROI analysis skills; provides coaching, case studies and feedback to rest of the sales team
*.Negotiates and closes complex sales engagements and unseats potential competitors by demonstrating the ROI and benefits to multiple influencers and decision-makers, possibly with protracted timelines
*.Identifies decision makers and stakeholders at various levels and in multiple functional areas of customer organizations; creates an integrated sales plan that addresses all business opportunities within customer organization and presents comprehensive business value to senior leadership
*.Consistently exceeds quarterly and annual sales goals
*.Leverages relationships with partners and resellers, including Citrix counterparts, and identifies opportunities to accelerate buying decisions
*.Documents all conversations and emails, maintaining accurate sales and opportunity data on a daily basis for all sales opportunities in SalesForce.com
*.Writes and presents quarterly business reviews, with extensive territory, market and customer experience content, to peers and/or Sales Management
*.Travels within assigned territory to close business with prospects and customers; may also travel to leverage partners and Citrix Systems counterparts; may attend tradeshows, conferences and industry events
Your background will look like this
*.Demonstrated sales experience with 8+ years of sales experience
*.Demonstrated consistent 100%+ achievement with frequent sales awards (President Club, 100% Club, etc.); software sales experience required, SaaS preferred
*.Demonstrated success with C-level and multi-level selling...
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