Position Summary
About Us: Citrix is a leading provider of virtual computing solutions that help 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. Citrix solutions pave the way for business to thrive in the cloud era, embracing mobile users, personal devices, wireless access, app stores, SaaS, and cloud infrastructure. We’re currently looking for a Senior Manager, Product Sales to lead our Mobility Sales team across EMEA.
The Senior Manager, Product Sales (Mobility) is responsible for leading and managing a medium to large sales team in the UK & Nordics to achieve quarterly and annual revenue goals. The Senior Manager, Product Sales (Mobility) must understand the overall business of the clients in their territory and how to assist the sales team in positioning Citrix products, messaging and services. Directs their team in managing multiple routes to market including channel and direct sales. Follows the go-to-market strategy in conjunction with the goals and objectives of the Geography. The Senior Manager, Product Sales (Mobility) is responsible for overseeing that their team is effectively supporting the sales opportunities of their assigned area.
The Senior Manager, Product Sales (Mobility) is also responsible for driving the professional development of their Sales staff, including mentorship, training, and performance evaluation. The position requires the ability to multi-task between team members in their support of different clients, sales opportunities, and other initiatives. Acts as an enabler to remove both internal (Citrix) and external (customer, partner) roadblocks and help their staff resolve challenges in support of sales opportunities. This role work closelys with the AVP/Sales Leadership for their assigned regions to ensure that there is consistent execution against the agreed strategic plan for the region.
Primary Duties / Responsibilities
Lead sales team in consistently following the sales methodology and best practices, as well as using Salesforce.com as a system of record.
Treats their employees fairly, provides frequent constructive feedback and encouragement, and demonstrates a sincere interest in their success and well-being.
Provide training and coaching in the use and application of both processes to both reps and sales managers on delivering the methodology to their teams.
Provide ongoing training to sales reps regarding sales skills, product knowledge, and market focus. Teach appropriate prospecting techniques for securing new clients, key account management, and general account maintenance. Work with sales managers to ensure sales reps are properly trained and proficient in our sales methodology.
Conduct periodic reviews of business including sales call activity, lead follow up, account reviews, prospecting and performance for each individual sales rep; personnel issues; and personal/professional developmental opportunities. Help identify and communicate competitive losses/wins across the sales team(s). Work with sales managers to manage reps to expectations.
Provide day-to-day guidance for sales reps and managers in matters of problem resolution, sales strategies, competitive analysis and pricing, bids/RFPs/RFQs, and corporate policy interpretation.
Perform key functions to recruit top-notch sales reps including interviewing, hiring, monitoring, employee feedback and documentation, counseling and coaching, and performance management / improvement when needed. Help identify staffing needs.
Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodology and provide guidance on career path direction. Implement personal development plans for individual team members.
Effectively manage expenses across the team (s).
Meet booking commitment goals by helping to set sales strategies and managing the execution of selling via sales managers and Sales Team(s) if individual contributor direct reports through diligent lead follow-up, mining the installed customer base and prospecting.
Help identify coverage gaps (geographic, product, etc.) and manage investments to eliminate coverage gaps.
Obtain weekly sales forecasts from each sale rep and team(s) and prepare a management level revenue projection for the current month, quarter and year. Manage and coach reps and sales managers to ensure accurate and timely forecasts which are reflected in Salesforce.com.
Communicate with remote Field and Sales team(s) and managers to maintain consistency with headquarters’ direction and strategy, and informed of company activities and initiatives. Coordinates field sales programs such as quarterly business reviews and semi-annual sales training.
Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders and senior management. Facilitate discussions cross functionally to ensure market data needs of the Sales teams are being met, and issues are being addressed.
Manage in account and opportunity planning activities within the team and identify and help implement new initiatives to maximize revenue and market potential.
Demonstrate strong product knowledge and ability to articulate our value proposition; ability to coach sales managers on same.
Responsible for developing the strategic sales go-to-market plan for assigned areas, working closely with the AVP/Regional sales leadership to ensure close alignment with the plans & initiatives for the areas.
Close integration & collaboration with the regional teams to ensure consistency & alignment across all functions (Sales, Technical, Support, Readiness, Partners, Marketing, Product Group etc)
Qualifications and Requirements
Experience in direct selling of complex technical business solutions in the enterprise space and strong understanding of business drivers for Line of Business solutions within enterprise organizations.
Self-motivation, self-management and professionalism with advanced organizational, negotiation, problem solving skills and team building skills.
Advanced level of specialized sales and product solution knowledge and a solid understanding of Citrix competitive domain and technologies, specifically Mobility, i.e. MDM, MDS, BYOD etc
Able to articulate and understand the customer strategy and Citrix delivery infrastructure solution strategy for the specific technical area and coach sales engineering teams on the same.
Knowledge of Microsoft Office Suite, CRM and opportunity management systems, preferably Salesforce.com.
Ability to travel 50 % of the time within assigned territory.
Experience and background in 2 tier channel/distribution sales model
Education, Certification, Training and Experience
Bachelor’s Degree or equivalent experience
A minimum of 3 years’ plus of International/EMEA sales management experience preferably in the Information Technology industry.
Working with Citrix puts you in the forefront of technology. Engage and discover the possibilities when you take your career to the unequivocal leader of service and application delivery. Every day, our teams are developing solutions that are deployed in thousands of networks around the globe to optimize, secure and control the delivery of all enterprise and cloud services. Elevate to the world's most advanced cloud network platform by applying online for the Senior Manager, Product Sales (Mobility) position.
