Enterprise Relationship Manager, Aerospace and Defense Integrators

Req ID: R34047

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Enterprise Relationship Manager, Aerospace and Defense Integrators

  • Washington DC Metro Area, District of Columbia, United States
  • Bethesda, Maryland, United States
  • Remote, Virginia, United States
  • Remote, Washington, D.C., United States
  • 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 are a driven Sales professional who has established relationships at executive levels to identify and sell Citrix products and services directly to the company’s Federal Civilian Agency accounts.  The ideal candidates for this opportunity will have a demonstrated track record of achievement selling to Aerospace and Defense Integrators.


We’re currently looking for an Enterprise Relationship Manager to join our Aerospace and Defense Integrator Teams. Target accounts for this role large government integrators and is focused on their internal use of Citrix products.

We’re currently looking for an Enterprise Relationship Manager to join our Aerospace and Defense Integrator Teams. Target accounts for this role large government integrators and is focused on their internal use of Citrix products.

Position Description:

The Enterprise Relationship Manager (ERM) manages all direct and indirect selling activities within a small number of top tier Aerospace & Defense accounts. Responsible for achieving or exceeding assigned revenue targets within an assigned territory, you will your sell software, networking and cloud solutions by establishing relationships within large accounts and sell Citrix solutions to a portfolio of 8-10 key Aerospace & Defense Integrator accounts.


  • You will build relationships at CxO levels sell Citrix solutions directly to the complex, tactically important named accounts by understanding and documenting those key customer’s business and IT strategies, priorities and goals.
  • You will carry a revenue quota to meets or exceed sales targets and demonstrate continuous progress towards achieving account strategies, drawing up, implementing analysis of key accounts, using a defined sales methodology
  • You will establish, maintain close relationships with inside sales, systems engineers, consultants and sales specialists to access and leverage from appropriate internal resources and with external partners.
  • You will understand and navigate account procurement practices to successfully negotiate government procurement processes.
  • You will 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.
  • You will provide regular and efficient updates on assigned accounts to sales management and ensure accurate and timely forecasts and management reporting in SalesForce.com.
  • Establish and lead teams of internal and external resources to identify, pursue, and close specific opportunities consistent with account strategies.

Basic Qualifications:

  • Bachelor’s degree or equivalent experience
  • 5+ years of prior territory sales experience in a high tech environment in a direct sales and procurement environment with a demonstrated track record of success in driving customer adoption of technology
  • Ability to travel within assigned territory and other locations including Corporate headquarters
  • 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

Preferred Requirements:

  • Security Cleared preferred but not required
  • Experience in selling to Aerospace & Defense Integrator customers
  • Knowledge of Citrix products is a plus
  • 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


Citrix offers a competitive base salary plus a monthly commission which is tied directly to the quota attainment of your team.  Teams who surpass quota enjoy the benefit of a compensation plan that includes commission accelerators and other rewards for top performers.


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
  • Education assistance
  • 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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