Field Sales Rep (Citrix)

Arrow•Denver, CO

14h•Hybrid

About The Position

This role is responsible for defining critical markets and new customers in an assigned sales territory, planning strategy, and developing key relationships to ensure a strong foundation for solution selling. The Field Sales Rep will maintain and promote relationships with partner contacts, possess an in-depth understanding of Citrix's market share and competitors, and execute account strategies to meet or exceed sales targets. The position involves establishing a pipeline of opportunities, articulating the status of opportunities, and continuously assessing partner and customer needs. A demonstrated ability to create and execute a territory/business plan, lead strategic account planning, and utilize relationships to grow sales and profits is essential. The role also includes cultivating relationships within the Arrow ecosystem, building strong relationships with key personnel at client organizations, and overseeing all RFPs, including proposal delivery and contract negotiation. The Field Sales Rep will direct cross-functional Arrow personnel to meet account objectives and articulate client needs and industry trends to Arrow leadership. This position has a 60/40 split, with the posted amount being an On-Target Earnings (OTE) number that includes commission.

Requirements

Requires experience interacting with vendors and partners—extensive understanding of pricing programs and models within the IT industry.
Have an in-depth, comprehensive understanding of Citrix’s market share at the account and the top competitor’s market share in the account, and can identify the type of business each competitor is supporting and why.
Demonstrated ability to create and execute your territory/business plan across your assigned territory.
Have an in-depth knowledge of objectives, targets, gaps, and the ability to execute and achieve sales quota and assigned strategic region/account objectives.
You have experience in a similar position within software solutions sales or IT channel sales.
Currently selling SaaS software solutions.
Familiarity with Cloud Software Group, Citrix and/or their competitors.
Good communication and negotiation skills (hunting and farming) + capacity to upsell & cross-sell.
Ability to build and develop strategic business relationships with clients and partners.
Self-motivated with a hardworking and constant proactive approach.
Typically requires a minimum of 3-5 years of related experience with a 4 year degree; or 3 years and an advanced degree; or equivalent related experience.

Nice To Haves

Is recognized as an expert in own area within the organization.
Requires specialized depth and/or breadth of expertise.
Interprets internal or external business issues and recommends solutions/best practices.
Solves complex problems; takes a broad perspective to identify solutions.
Works independently, with guidance in only the most complex situations.
Progression to this level is typically restricted on the basis of business requirement.
Identifies applications of functional knowledge and existing methodologies to complex problems.
Serves as an expert within own function.

Responsibilities

Define critical markets and new customers in the assigned sales territory, plan strategy, and develop all key relationships to ensure a strong foundation for solution selling.
Maintain and promote relationships with partner contacts who may be determining client opportunities and dealing with existing business challenges.
Execute account strategies to meet or exceed annual and quarterly targets and major business objectives.
Establish a funnel of opportunities with the partners servicing the customers and looking to expand their Citrix footprint.
Articulate the status of opportunities at all times while also being able to identify the size and scope of opportunities.
Continuously assess, clarify, and validate partner and customer needs proactively, one must thoroughly understand the partners' needs and the client's decision-making hierarchy.
Create and execute your territory/business plan across your assigned territory.
Lead a strategic account planning process that develops and manages mutual performance objectives, financial targets, and critical milestones.
Utilize relationships within an assigned territory to grow sales and profits within the assigned account(s).
Cultivate robust relationships with partners and the Arrow ecosystem to support the Citrix product line and drive new sales through Partner RTM.
Build strong relationships with key personnel in sourcing, marketing, product development, manufacturing, purchasing, and engineering at the client(s) to identify further opportunities for servicing the client(s) and referenced suppliers.
Plan, manage, and oversee all RFPs, including the delivery of proposals to partners and clients.
Ensure that all RFP activities and strategies are clearly established, communicated, addressed, and agreed upon in accordance with Arrow’s guidelines, policies, and procedures.
Actively participate in the review and negotiation of major contracts.
Direct cross-functional Arrow personnel, including sales support, operations, and management resources, to meet account objectives and client’s expectations.
Clearly articulate (and escalate real-time, as needed) client(s) needs and objectives, along with industry trends to Arrow leadership.
Nurture and Close new Business opportunities in identified territories.
Identify opportunities for upselling and cross-selling with existing accounts to maximize revenue.
Work on customer renewals and contract extensions and maintain strong relationships between stakeholders and clients’ organizations.
Find and recruit new customers and partners to grow business.
Identify sales scenarios and opportunities to develop business to meet and exceed targets.
Gain a high-level profile and trust within the partner base.