Field Sales Manager

Req ID: R30818

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Field Sales 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 are a Industry Field Sales Manager(FSM)with previous experience in developing medium to large assigned geographical territory consisting of value-added resellers (volume and non-volume), strategic partners, prospects and customers to increase Citrix market share and revenue.

And your accounts are about 6000 mid and small-size companies excluding finance companies and public sector in the Chubu and West Japan areas.

Primary Duties / Responsibilities

The following are general roles, but there are many customers in the manufacturing and wholesales industries especially in the areas of central and west Japan.

Therefore, it is especially necessary to understand the business process from production to sales in the manufacturing industry and the business process from procurement to sales in the wholesales industry, and to make proposals after understanding the business issues of the customer.

Furthermore, it is necessary to collaborate with the partner team to discover and launch local partners who are strong in industries in the Chubu and Kansai areas.

  • Establish relationships and engage with the business and IT management level to identify opportunities and sell Citrix products and services direct to FSM named accounts and other non named accounts. Understand their business and IT strategies, priorities and goals of FSM named account. About non named accounts, understand field area trend, needs and specifics.

  • Carry a revenue quota to meet or exceed sales targets and demonstrate continuous progress towards achieving account/ area strategies.

  • 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 to and leverage from appropriate internal resources.

  • Establish and maintain relationships with resellers, system integrators, and any other external partner to develop and achieve account/ area strategies and opportunity plans.

  • Understand and navigate account procurement practices to successfully negotiate profitable licensing contracts.

  • Drive prompt resolution of customer issues and ensure high levels of customer satisfaction with Citrix products and services as well as serving 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 in and reporting to management

  • Assist in securing non-commissionable revenue in assigned accounts (including Subscription Advantage, Maintenance Renewals).

Qualifications (knowledge, skills, abilities)

  • Demonstrated ability to sell software to Field sales accounts and strong history of quota achievement.

  • Demonstrated ability to develop and maintain relationships at all levels of a customer organizations and area map.

  • Solid understanding of Citrix competitive domain and technologies.

  • Demonstrated knowledge of Field sales accounts sales techniques and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close deals.


  • Demonstrated ability to understand the characteristics of the manufacturing and wholesales industries and to create GTM(Go to market)Plan.

  • Demonstrated ability to create and execute GTM plans with marketing and partners to create pipeline based on the GTM.

Requirements (Education, Certification, Training, and Experience)

  • Bachelor’s degree or equivalent experience required.

  • 3-6 years of sales experience, with at least 2 years selling software.

  • Track record of meeting or exceeding sales quotas in excess of $1 million a year.

  • Experience in technology field selling into field sales accounts up through Management level.

  • 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

  • Experience working with external channel partners.

  • Experience in negotiating complex software licensing agreements.

  • Experience using sales automation tools such as

  • Experience to sale in the manufacturing and wholesales industries.

Functional Area:

Territory Rep (FSM)

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

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 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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