Territory Sales Manager
Vor 3 Tagen
Citrix builds the secure digital workspace technology that frees 400,000 customers to do their very best work from anywhere. By joining our award-winning workplace, you’ll be included in the globally diverse, collaborative team that values work-life balance. Come see why Fortune named us one of the 100 Best Companies to Work For®. Let’s innovate and grow together
**What we're looking for**:**
Position Summary**
Develops and leads opportunities driven by value-added resellers and strategic partners, to increase Citrix market share and revenue. Responsible for leading territory accounts to achieve or exceed revenue targets. This is an exciting role with a competitive salary and benefits.
**Primary Duties / Responsibilities**:
- Works with Citrix Solutions Advisor (CSA) partners to increase Citrix product knowledge and efficiencies, and whenever possible, leveraging ISV and Strategic Alliances relationships to drive sales into end user customer 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 CSA/Alliance/SI/ISV partners as the fulfillment channel while working with Citrix end user accounts on IT initiatives.- Ability to partner with sales and service organizations and IT business executives within corporate environments.
**Qualifications (knowledge, skills, abilities)**
- Strong knowledge of sales techniques and processes including the ability to understand customer needs, overcome objections, perform return on investment analysis, and close the sale through appropriate procurement vehicle.
- Knowledge of Citrix products or similar technologies within the industry. Knowledge of complementary hardware and software solutions.
- 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.
**Requirements (Education, Certification, Training, and Experience)**
- Bachelor’s degree or equivalent experience.
- 3 years plus sales experience in a high tech environment in channel sales and procurement environment with a demonstrated track record of success.
- Fluent skills in German and English
**Critical Core Competencies**:
- **Accountable & Quality Results Oriented** - Delivers on all commitments with high quality and on time.
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Compete to Win Together** - Takes proactive, strong position in the market. Has a bias for action that fuels breakthrough thinking and aim to achieve together.
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Learn & Innovate** - Demonstrates a growth mindset. Learns for continuous improvement. Challenges the way things are for the purpose of making things better. Drives toward full potential.
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Analytical & Data Driven** - Makes evidence-based decisions and uses sound analysis to inform action. Collects right data to support work.
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Customer & Partner Focused** - Acts with vitality and determination to help internal and external customers, partners, and Citrix achieve shared goals. Actively seeks information about internal and external customers, partners, prospects, and markets.
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Open & Broad** - Seeks and values different experiences, backgrounds, and opinions across geographic and organizational boundaries. Incorporates diverse views and perspectives to achieve greater outcomes.
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Account Engagement **- Establishes a strong understanding of the account, including the position of partners and competitors, and demonstrate initial or existing relationships to obtain access to and meetings with decision makers.
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Competitive Selling** - Can differentiate Citrix solutions from competitor solutions when addressing defined, short-term/tactical projects or specific tactical needs.
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Consultative Selling** - Understands customer and/or partner industry dynamics and quickly learns their specific strategies, priorities and challenges. Starts with the customer/partner point of view and fits the Citrix solution/advantage into that picture.
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Opportunity Management** - Applies their understanding of customer buying process and develops; documents; and implements opportunity plans for deals.
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Orchestrating Resources** - Persistently leads, influences, and choreographs cross-functional and partner selling teams to ensure that customer deadlines, expectations and agreements are met or exceeded.
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Partner Leverage** - Maintains and proactively uses existing channel partner / SI / alliance relationships to pursue opportunities.
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Pipeline Development and Management** - Proactively prospects within assigned accounts/territories/partners in pursuit of opportunities and new relationships. Has the capacity and experience to manage and/or develop mid-sized opportunities that may be over 1 quarter out. Short term forecasts are consistently accurate.
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Product Knowledge** - Detailed unde
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