Services Relationship Manager

Req ID: R32416

Apply Now

Illustration of 3 people jumping in celebration

Services Relationship 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:

Are you passionate about customers and their success? Then this role as a Sales Relationship Manager (SRM) is right for you! A Citrix SRM is the go-to person for Citrix clients wanting to transform their businesses to the cloud. An SRM is responsible for evolving our customers and efficiently delivering on their remote working agendas, this role focuses on selling the right services across consulting, education, and support to achieve business breakthroughs and ensure continued adoption and expansion of Citrix solutions. You are a key part of a collaborative customer success-oriented team and partner ecosystem assisting Citrix customers achieve their technology milestones through industry best practice, leading technical support, and continued education.

Position Summary

You will be responsible for developing relationships and services opportunities into a combination of named and/or territory accounts across Japan, focused on the Citrix portfolio of services (Consulting, Education and Premium Support). You will need to be passionate about consistently exceeding revenue targets and delivering customer outcomes. As an SRM you will work within a collaborative selling culture encompassing Citrix Account Managers, Sales Engineering, Citrix Solution Advisors and System Integrator’s to qualify, run and close services opportunities.


  • Understanding your client’s overall business to ensure successful implementation of Citrix products and technologies to achieve their business goals.

  • Practicing consultative selling, positioning services and solutions based on analysis of the customer’s business goals, objectives, needs and general business environment. These services may include Citrix Consulting, Citrix Education and/or Citrix Technical Support offerings.

  • Acting as a specialist on Citrix Consulting project methodology and best practices, demonstrating the ability to tailor the methodology to meet the client’s needs while preserving a structured process.

  • Developing, plan and drive execution of relevant Services Offerings, including Managed Services and Services supporting Citrix’s Cloud strategy.

  • Crafting a go to market plan for Japan and identify focus clients/industries with the highest potential for Services revenue.

  • Creating appropriate account and opportunity plans to support go to market strategy.

  • Manage and cultivate the Services Partner eco-system.

  • Articulate a clear and compelling value proposition for Citrix Services related to Customer Success.

  • Collaborating with Citrix Sales to use Citrix Consulting resources and service offerings in the most appropriate fashion to support large/strategic product sales opportunities.

  • Engaging a team of Citrix and channel partner resources and supports sales cycles as required to grow overall wallet share and cross-sell.

  • Leverage Citrix resources and service offerings in the most appropriate fashion to support large/strategic product sales opportunities, commercial proposal, while ensuring deal profitability.

  • Partnering with the various Services’ program owners to recommend changes to policies and/or offerings (programs) to meet or exceed local market expectations.

  • Transforming transactional/opportunistic customer relationships into continuous relationships.

  • Developing and creating Statements of work.

  • Identifying and pursue potential Citrix Services opportunities at a client within and outside of the scope of work.

  • Demonstrating high “Speed of Delivery” – being able to rapidly develop documentation, standards, and other deliverables for which they are responsible.

  • Maintaining opportunities and relevant documentation within Citrix’s CRM tool (Salesforce).

  • Establishing regular review cadences with Japan Sales Leadership.

Basic Qualifications

  • Proven success with positioning and selling services,

  • Bachelor of Computer or equivalent experience required.

  • Proven experience in Services Sales.

  • Demonstrated ability leading or selling large, complex projects for IT vendors

Preferred Qualifications

  • Excellent understanding of data center, cloud and end-user computing technologies.

  • Relevant technical and sales certifications such as MCSE, UNIX, CCEA, CCSP, CCIA, Cisco, and Solaris are a plus.

#LI - AH2

Functional Area:

Services Relationship Manager (SRM)

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.

Apply Now

Not You?

You are now being redirected to complete your application