The Advanced Corporate Sales Representative is proactive and consultative in phone sales, responsible for selling Citrix software solutions to prospective customers in an assigned vertical market. This person will work collaboratively with the Sales Leadership Team and cross functional team members to develop and manage potential customer accounts. The Advanced CSR will have demonstrated success in the Sales Development Representative and Associate Corporate Sales roles and transitioned into senior closing by meeting the requirements set forth by management.

Primary Duties/Responsibilities

Develop and apply thorough understanding of Citrix products, sales methodology, and processes to retire assigned quota via acquisition of new customers through prospecting, ownership of a sales pipeline, and collaboration with Vertical Leadership.

· Responsible for developing a blend of sales opportunities which can include both SDR and self-sourced opportunities booked directly for CSR-I to manage.

· Demonstrates advanced ability for multi-product sales, attaching other Citrix products to ShareFile Opportunities in line or above the average for the assigned vertical market

· Cultivate and leverage relationships with key partners to drive sales outside of core list calling duties.

· Meet or exceed 5 sales demonstrations performed per day.

· Well versed in sales CRM database and ensures accurate and timely forecasts as well as opportunity updates for management visibility in sales pipeline.

· Complete and thorough ability to perform product presentations to customers focusing on selling and positioning Citrix solutions

· Achieve minimum daily phone time and verifiable outbound phone calls per day, often determined by the Closer’s personal metrics and is established by the Manager.

Qualifications (Knowledge, Skills, Abilities)

· Proven ability to succeed on a team in a fast paced sales environment

· Demonstrated ability to communicate technical and business concepts via telephone and web based presentations

· Ability to identify new and existing to opportunities through SPIN and FM methodology

· Proven self-starter with motivation and ability to manage multiple tasks management, project leadership and/or participation and responsibilities

· Strong organization and time management skills to manage multiple responsibilities efficiently

· Solid demonstrated knowledge of products and solutions with growing ability to identify customer business challenges and position the value proposition of Citrix Solutions.

· History of successful target attainment and Key Performance Indicators (KPIs) in previous Inside Sales roles

· Use of applied advanced knowledge of pipeline and opportunity management in Coffee CRM and other reporting tools

· Excellent verbal and written communications skills

· Expert knowledge of MS Outlook and advanced knowledge of MS Office Suite and functional computer use

· Demonstrated commitment to refining and improving prospecting sales techniques

· Team Lead experience with meeting facilitation, mentoring, and call training preferred

Requirements (Education, Certification, Training, and Experience)

· Bachelor’s degree (Preferred but not required)

· Proven track record of meeting or exceeding assigned quotas

· Successful history of close rate percentage as part of career path previous sales roles

· 2+ years proven inside sales success experience in rapidly changing dynamic environment (preferred but not required)

· Successfully mastered Sales Development Representative and Corporate Sales Representative competencies, roles and responsibilities

Critical Functional Requirements

· Account Engagement - Establishes a strong understanding of the account, including the position of partners and competitors, and leverages initial or existing relationships to obtain access to and meetings with decision makers.

· Competitive Selling - Can differentiate Citrix solutions from competitor solutions when addressing defined, short-term/tactical projects or specific tactical needs.

· Consultative Selling - Knows when to speak and when to listen to the customer/partner. Is adept at learning the customer/partner’s language. Their sales pitch starts with the Citrix solution set or and/or Citrix channel programs and shows how it can help the customer/partner’s unique and specific challenges.

· Opportunity Management - Applies their understanding of customer buying process and develops; documents; and executes opportunity plans for volume, low complexity deals.

· Orchestrating Resources - Recognizes and capitalizes on opportunities to engage specialty resources, partner resources and/or cross-functional support to help close sales deals. Recognizes they do not have to do it all themselves.

· Partner Leverage - Maintains and proactively leverages existing channel partner to pursue opportunities.

· Partner Management - Develops close working relationships with their Partner leads to align on business strategy and understand the role they will play in each account. Is able to quickly learn their key contacts and counterparts within each partner and develop strong, trustful working relationships that result in sales.

· Pipeline Development and Management - Proactively prospects within assigned accounts/verticals/partners in pursuit of opportunities and new relationships. Has the capacity and experience to manage and/or develop midsized opportunities that may be over 1 quarter out. Short term forecasts are consistently accurate.

· Product Knowledge - Detailed understanding of the positioning and business value of their assign area of focus within the Citrix portfolio of products.