Enterprise Relationship Manager – Intelligence, Central Government

Req ID: R30917

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Enterprise Relationship Manager – Intelligence, Central Government

  • London, United Kingdom
  • 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:

As a Central Government (Intelligence Accounts) focussed Enterprise Relationship Manager (ERM), you will build up strategic contacts at CxO/ Executive Level within the Client base and will seek to understand the customer’s Digital Transformational journey where you will help the customer understand how Citrix solutions can help them address their challenges. You will act as the orchestrator within Citrix, being the single point of contact between the Customer and Citrix, ensuring that the customer is supported across our wider Citrix business.

You will understand the Central Government market and will be proficient in working with the customer to understand their Technology Pain Points in the ever increasingly complex world, and how things have evolved, since the Pandemic. You will work with the customer as a Trusted Advisor sharing Citrix value across Senior levels. As a priority, you will identify key executive influencers within the Customer base to ensure that Citrix is positively represented across all levels and Operating functions.
 

Position overview

The ERM establishes relationships and sells Citrix solutions and services direct to a small portfolio of tier one strategic, complex, and tactically key accounts. Your experience in selling complex software solutions to large enterprise accounts to effectively build and lead teams of resources to achieve established account strategies within 10 of our most important and high profile accounts in the UKI Market.
 

Responsibilities

You will be expected to:-

  • Carry a revenue quota to meets or exceed sales targets and demonstrate continuous progress towards achieving account strategies.
  • Ensure accurate and timely forecasts and management reporting in SalesForce.com.
  • Provide day to day leadership and may act as a Team Leader, supporting the Sales Director.
  • Identify, develop, implement, and maintain account strategies to drive adoption of Citrix products and services revenue within assigned enterprise accounts and their subsidiaries and affiliates.
  • Draw up and implement analysis of key accounts, using EMEA methodology and robust Account Planning.
  • Understand and document the customer’s business and IT strategies, priorities and goals.
  • 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 utilise appropriate internal resources.
  • Take on responsibility for overall project management – from acquisition of new IT projects to coordination of project participants.
  • 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 timely 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 customer concern.
  • Provide regular and efficient updates on assigned accounts to sales management.

Basic Qualification

  • Substantial senior sales experience, selling software to large enterprise accounts. Experience working with external partners to develop and close business within enterprise accounts.
  • Experience within UK Central Government and Intelligence accounts at the customer and partner/SI Level
  • SC Clearance required / Higher Security Clearances Preferred
  • Demonstrated track record of establishing strategic executive level relationships to position and sell software and services to listed companies.
  • Proven ability to develop and maintain executive level relationships with both business and IT customers and develop and maintain strong working relationships with internal marketing, technology, implementation, and product development teams.
  • Strong consultative selling ability – critical questioning, listening, analytical, negotiation, communication, and presentation.
  • Proven ability 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.
  • High energy, motivated self-starter attitude
  • Excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences in the local language and in English.
  • Solid understanding of cloud competitive domain and technologies.

Functional Area:

Enterprise Relationship 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.

At this time, we are requiring personnel entering a Citrix office, traveling for business or attending a Citrix event to be fully vaccinated against COVID-19. If you choose to remain unvaccinated based on a specific medical need or a sincerely held religious belief and need to access our offices, Citrix will work with you to provide you with reasonable accommodation where possible. Learn more about our COVID-19 policies.

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

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