Corporate Account Manager

Req ID: R31619

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Corporate Account Manager

  • Tokyo, Japan
  • Full_time

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:

You establish relationships and engages with the business and IT management level to identify opportunities and sell Citrix products and services direct to existing named Fortune 5000 accounts or specified strategic accounts.  You use experience selling complex software solutions to large enterprise accounts to effectively build and lead teams of resources to achieve established account strategies.

Position Summary:

  • Establish relationships and engage with the business and IT management level to identify opportunities and sell Citrix products and services direct to existing named Fortune 5000 accounts or specified strategic accounts. Understand their business and IT strategies, priorities and goals.
  • Carry a revenue quota to meets or exceed sales targets and demonstrate continuous progress towards achieving account strategies.
  • Interact strongly with customer at the Senior Management level with support on forming a relationship with C level contacts within these accounts. Understand and document customer’s business and IT strategies, priorities and goals.
  • Identify, develop, execute, and maintain account strategies to drive adoption of Citrix products and services revenue within assigned enterprise accounts and their subsidiaries and affiliates.
  • Establish and lead teams of internal and external resources to identify, pursue, and close specific opportunities consistent with account strategies.
  • Establish and maintain close relationships with inside sales, systems engineers, consultants, and sales specialists to access and leverage from appropriate internal resources.
  • Establish and maintain relationships with resellers, system integrators, and any other external partner to develop and achieve account strategies and opportunity plans.
  • Understand and navigate account procurement practices to successfully negotiate profitable licensing contracts.
  • Drive prompt resolution of customer issues and ensures high levels of customer satisfaction with Citrix products and services.
  • Serve as the primary client contact for non-technical or support issues requiring escalation.
  • Provide regular and efficient updates on assigned accounts to sales management.
  • Ensure accurate and timely forecasts and management reporting in SalesForce.com.
  • Assist in securing non-commissionable revenue in assigned accounts (including Subscription Advantage).

Responsibilities:

  • Demonstrated track record of establishing strategic executive level relationships to position and sell software and services to Fortune 500 companies.
  • To develop and maintain executive level relationships with both business and IT customers.
  • To develop and maintain strong working relationships with internal marketing, technology, implementation, and product development teams.
  • Strong consultative selling – critical questioning, listening, analytical, negotiation, communication, and presentation.
  • Demonstrated to develop and articulate compelling qualitative and quantitative business cases for IT solutions.
  • To manage long, complex sales cycles from beginning to end.  Accounts are key, highly strategic and have complex requirements.
  • To close large complex deals with enterprise accounts.
  • Demonstrated knowledge of strategic/large account sales techniques and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close deals.
  • Solid understanding of Citrix competitive domain and technologies.
     

Basic Requirements:

  • Bachelor’s degree or equivalent experience required
  • 8 to 12 years of sales experience, with at least 3 years selling software to large enterprise accounts.
  • Experience working with external partners to develop and close business within enterprise accounts.
  • Experience in negotiating complex software licensing agreements.
  • Track record of meeting or exceeding enterprise sales quotas in excess of $3 million a year.
  • Proven track record in closing complex enterprise sales.
  • Experience using sales automation tools such as SalesForce.com
  • Network of enterprise “reference contacts” with whom one has built a trust relationship and with whom one can gain an audience to present Citrix solutions and identify opportunities.
  • Experience in a minimum of 1 to 2 of the following areas of expertise: (i) application and core technology (database, operating systems, application platforms, hardware, networking); (ii) Internet solution selling (service, hardware, software); and/or (iii) networking, security and/or WAN optimization.

Functional Area:

Corporate Account Manager


What you’re looking for:

Everyone is welcome at Citrix. We prioritize diversity, equity, inclusion, and a culture of belonging, and celebrate bringing our courageous, authentic selves to work. We believe this way of working helps us innovate, and it’s just one of the reasons why our employees continuously recognize Citrix as a great place to work.

Citrix helps make work more sustainable to benefit the planet, our business, and our communities. For more than 30 years, we have empowered individuals and organizations to work remotely or work from anywhere, reducing commuting emissions and energy consumption in the process. 

We are the #1 leader in Virtual Client Computing (VCC) and #2 in the Application Delivery Controller (ADC) space, and we have key partnerships with top cloud providers. We’ll give you the tools, learning opportunities, mentorship, and flexibility to achieve your goals. Come see why you belong at Citrix, with our culture supporting purposeful innovation and growth from within. 

The Benefits

We offer a competitive total rewards package* that includes:

  • 18 weeks of paid parental leave
  • Health and wellness benefits
  • Employee assistance program
  • Retirement benefits
  • Time off and absence programs
  • Professional development and mentorship opportunities
  • Paid volunteer time and charitable matching of employee donations
  • Employee resource groups
  • And more!

**Please note that benefits may vary based on location.


Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications.

Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at https://www.citrix.com/about/legal/privacy/citrix-recruitment-privacy-notice.html

Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at ASKHR@citrix.com for assistance.

By applying, you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.

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