Job Description

We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device:  YOU!

Job Description:

Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we’re all about. We're partnering with our customers to shape how the future works. It’s how we keep people, organizations, and things connected—anywhere, any time, on any device.

The Opportunity

The Enterprise Relationship Manager establishes relationships and sells Citrix products and services direct to a small portfolio of tier one strategic, complex, and tactically important accounts in the Netherlands.  You will use your experience selling complex software solutions to large enterprise accounts to effectively build and lead teams of resources to achieve established account strategies within 5 of our most important and high profile accounts in the Netherlands.

What You'll Be Doing:

  • Establish relationships and engage at staff levels to identify and sell Citrix products and services direct to the strategic, complex, or tactically important named accounts.
  • Carry a revenue quota to meets or exceed sales targets and demonstrate continuous progress towards achieving account strategies.
  • Provides day to day leadership and may act as a team leader.
  • Build up strategic contacts at CIO, managing director and executive level
  • Interact strongly with customer at the Senior Management level with support on forming a relationship with C level contacts within these accounts. Understand and document customer’s business and IT strategies, priorities and goals.
  • Identify, develop, execute, 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
  • 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 leverage from 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 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.
  • Provide regular and efficient updates on assigned accounts to sales management.
  • Ensure accurate and timely forecasts and management reporting in SalesForce.com.

What We're Looking For

  • 7+ years of sales experience, with at least 3 years selling software to large enterprise accounts. Experience working with external partners to develop and close business within enterprise accounts.
  • 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.
  • Proven ability to 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.
  • Demonstrated ability to develop and articulate compelling qualitative and quantitative business cases for IT solutions.
  • Proven ability to manage long, complex sales cycles from beginning to end.  Accounts are key, highly strategic and have complex requirements.
  • 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 at
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