Territory Sales Manager - Zurich Area

Citrix Systems International GmbH

  • Publication date:

    24 mars 2022
  • Workload:

  • Contract:

    Unlimited employment

Territory Sales Manager - Zurich Area

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:

Position Summary

Develops and leads opportunities driven by value-added resellers and strategic partners, to increase Citrix market share and revenue. Responsible for leading territory accounts to achieve or exceed revenue targets. This is an exciting role with a competitive salary and benefits.

Primary Duties / Responsibilities

  • Works with Citrix Solutions Advisor (CSA) partners to increase Citrix product knowledge and efficiencies, and whenever possible, leveraging ISV and Strategic Alliances relationships to drive sales into end user customer accounts.

  • Responsible for all aspects of the sale, from pricing negotiations to contract development to ensuring successful order fulfillment once the order has been received and processed by Citrix.

  • Ability to leverage and maximize CSA/Alliance/SI/ISV partners as the fulfillment channel while working with Citrix end user accounts on IT initiatives.

  • Handle weekly forecasts against revenue targets and work closely with the digital sales counterpart to run the pipeline and set appropriate monthly and quarterly revenue expectations using Salesforce.com.

  • Ability to partner with sales and service organizations and IT business executives within corporate environments.

Qualifications (knowledge, skills, abilities)

  • Strong knowledge of sales techniques and processes including the ability to understand customer needs, overcome objections, perform return on investment analysis, and close the sale through appropriate procurement vehicle.

  • Knowledge of Citrix products or similar technologies within the industry. 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.

  • Ability to travel within assigned territory.

Requirements (Education, Certification, Training, and Experience)

  • Bachelor’s degree or equivalent experience.

  • 3 years plus sales experience in a high tech environment in channel sales and procurement environment with a demonstrated track record of success.

  • Fluent skills in German and English

Critical Core Competencies

  • Accountable & Quality Results Oriented – Delivers on all commitments with high quality and on time.

  • Compete to Win Together – Takes proactive, strong position in the market. Has a bias for action that fuels breakthrough thinking and aim to achieve together.

  • Learn & Innovate – Demonstrates a growth mindset. Learns for continuous improvement. Challenges the way things are for the purpose of making things better. Drives toward full potential.

  • Analytical & Data Driven – Makes evidence-based decisions and uses sound analysis to inform action. Collects right data to support work.

  • Customer & Partner Focused – Acts with vitality and determination to help internal and external customers, partners, and Citrix achieve shared goals. Actively seeks information about internal and external customers, partners, prospects, and markets.

  • Open & Broad – Seeks and values different experiences, backgrounds, and opinions across geographic and organizational boundaries. Incorporates diverse views and perspectives to achieve greater outcomes.

  • Account Engagement – Establishes a strong understanding of the account, including the position of partners and competitors, and demonstrate initial or existing relationships to obtain access to and meetings with decision makers.

  • Competitive Selling – Can differentiate Citrix solutions from competitor solutions when addressing defined, short-term/tactical projects or specific tactical needs.

  • Consultative Selling – Understands customer and/or partner industry dynamics and quickly learns their specific strategies, priorities and challenges. Starts with the customer/partner point of view and fits the Citrix solution/advantage into that picture.

  • Opportunity Management – Applies their understanding of customer buying process and develops; documents; and implements opportunity plans for deals.

  • Orchestrating Resources – Persistently leads, influences, and choreographs cross-functional and partner selling teams to ensure that customer deadlines, expectations and agreements are met or exceeded.

  • Partner Leverage – Maintains and proactively uses existing channel partner / SI / alliance relationships to pursue opportunities.

  • Pipeline Development and Management – Proactively prospects within assigned accounts/territories/partners in pursuit of opportunities and new relationships. Has the capacity and experience to manage and/or develop mid-sized opportunities that may be over 1 quarter out. Short term forecasts are consistently accurate.

  • Product Knowledge – Detailed understanding of the positioning and business value of their assign area of focus within the Citrix portfolio of products.

  • Technical Selling and Positioning – Develops and completes plans to win opportunities by understanding and proactively leading the customer though the technical buying process.

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 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.