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  • Posted: May 26, 2022
    Deadline: Not specified
  • Over 400,000 organizations rely on Citrix to power a better way to work When we pioneered remote access, we believed people should be able to work anywhere and in any way they need. Three decades later, that’s even more true than ever. It’s what drives us to create technology that transcends the constraints of time, place, infrastructure, net...
    Read more about this company


    Field Sales Manager

    What we're looking for:

    You are a hard-working, customer facing sales professional responsible for delivering against a target through uncovering and engaging with end users on high value sales opportunities. As the Field Sales Manager, you will increase Citrix's penetration within the assigned territory by using a very leveraged model (e.g., inside sales, channel); opportunity creation for Citrix channel partners.

    You provide territory coverage by driving penetration of the entire Citrix portfolio with the mind-set of a territory general manager and while engaging appropriate Citrix resources (executives, Internal sales support, technical pre-sales, consulting, sales specialists etc.) as part of a virtual sales team.

    What you will be doing

    • Uncovering, managing and closing sales opportunities across the full range of Citrix products and services through face-to-face, telephone and written end user engagement.
    • Working alongside and leveraging external channel/ SI partners on major sales opportunities as necessary.
    • Maximising time spent in effective face to face end user meetings up to C level.
    • End user contact at all levels of the organisation to maintain sales momentum.
    • Coordinating appropriate engagement of company resources including internal sales support and technical pre-sales to ensure success.
    • Forecasting and reporting on sales activities and opportunities in pipeline.
    • Developing and maintain a strong knowledge of product, competitors and market landscape.

    What we are looking for

    • Knowledge of sales techniques and processes including the ability to understand customer needs, overcoming objections, return on investment analysis, closing the sale through appropriate procurement vehicle (shrink wrap, licensing, etc.)
    • Knowledge of Citrix products is a plus
    • Knowledge of complementary hardware and software solutions
    • Ability to motivate, train and conduct seminars to drive mind share within CSN partners to increase Citrix revenues within assigned territory
    • Excellent oral and written communications skills, as well as excellent presentation skills
    • Strong work ethic, attitude and follow through ability
    • Ability to travel within assigned territory and other locations including Corporate HQ
    • Experience and appreciation of end user selling within a channel-based business model.
    • High energy and self-motivated.

    Basic Requirements

    • Degree educated or equivalent experience required
    • Territory sales experience in a high-tech, indirect sales and procurement environment with a demonstrated track record of success in driving customer adoption of technology
    • Experience working with external partners to develop and close business within the territory.
    • Experience in both negotiating complex software licensing agreements as well closing deals.
    • Ability to travel within assigned territory and other locations including Corporate headquarters

    go to method of application »

    Strategic Partner Account Manager

    What we're looking for:

    As a Senior Territory Partner Account Manager, you will handle our strategic Distribution and Partners across Sub-Saharan Africa region, and lead the strategic development project focused on Cloud Marketplaces. You will develop channel sales strategies to expand Citrix's footprint in the market, working closely with the regional sales leader and the field sales team.

    Position summary:

    • Develop the Cloud Marketplaces project for our TOP EMEA Distributors.
    • Establish the go to market strategy with channel ecosystem in the given specific GEO in line with EMEA imperatives and Area Channel and Regional Sales Managers directives.
    • Drive partner success by recruiting, leading, developing and growing a set of strategic partners to drive revenue for Citrix across a specific GEO. Includes national, large resellers, distributors, systems integrators, managed services providers.
    • Provide support, leadership and direction on partners to Sales teams who will engage with relationships at their regional locations.
    • Develop strong C-level relationships with managed partners at the HQ level to drive dedication to Citrix products and solutions.
    • Grow net new partner revenue through joint business, pipeline and forecast planning and execution.
    • Collaborate closely with Citrix sales teams and leadership on partner business opportunities and critical issues.
    • Influence Cross-Functional team of specialists to drive enablement and marketing activities for partner training and marketing execution activities – Channel Architects, Channel Programs, Channel Marketing.
    • Establish and build executive relationship and alignment with the Partner corporate and HQ team.
    • Ensure customer happiness by coordinating Citrix and Partner resources throughout sales cycle.
    • Grow contribution of Citrix partners, enhancing capabilities required to sell entire Citrix portfolio.

    What you’ll be doing:

    • Assess market coverage and recruit/grow partners, in alignment with sales initiatives and market potential
    • Develop and manage critical, large, complex, highly visible, and strategic partner accounts.
    • Develop strategic plan for partner relationships to drive pipeline and exceed net new partner-sourced quota (including Sales VPs, Channel Leadership and Marketing)
    • Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs
    • Organize partnership business planning and execution (including marketing, sales skills development, product, services and customer territory planning) to achieve set objectives
    • Increase partners Citrix sales & delivery workforce through sales, presales & technical certifications
    • Orchestrate resources to support partners and help strengthen relationships with Citrix including: ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support; organize trainings; ensure participation in marketing and partner strategy programs
    • Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.)
    • Assess and provide insight into named partners’ business and technical service capability, financial results, and investment in selling Citrix products and services
    • Drive development of partner services offerings to support Citrix & increase profitability
    • Represent Citrix and present at partner events in territory
    • Be responsible for the activities and productivity of Funded Heads

    Role responsibilities:

    • Strong ability to build and influence relationships with partners as well as internal area managers, field sales, SEs, inside sales and marketing teams
    • Planning and financial skills including business planning and knowledge of the partner ecosystem including pipeline management and forecasting
    • Understanding of partner economics, business models and motivations for customer success
    • Ability to communicate value proposition in terms of understanding of both partners’ and customers’ business needs
    • Ability to engage, excite, influence and coordinate both partners and Citrix functions even though they are not under his/her direct control
    • Outstanding communication skills – written, oral and facilitation
    • Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely execution/follow-up
    • Prospecting and sales skills – assist partners drive new opportunities
    • Ability to problem solve – balancing both strategic and immediate needs
    • Be a key contributor and leader with Citrix sales team and region
    • Demonstrated track record of recruiting, training, coaching, motivating and retaining a successful group of partners
    • Strong understanding and proficiency with internal processes and tools, as well as working level understanding of product, licensing and partner programs

    Basic requirements:

    • Bachelor’s degree or equivalent experience, MBA appreciated
    • Strong eye for business and comfort with presenting to, and establishing relationships with, senior-level executives in enterprise-level companies
    • Shown experience either as a country/regional Channel Manager, or top strategic partner relationship manager role in a high-tech environment in an indirect sale and with success in driving regional channel strategy and partner and customer adoption of technology
    • Extensive experience in managing channel at regional level

    Method of Application

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