Citrix Systems, Inc. (NASDAQ: CTXS) is a global leading provider of virtual computing solutions that help companies deliver IT as an on-demand service. Founded in 1989, Citrix combines virtualization, networking, and cloud computing technologies into a full portfolio of products that enable virtual work styles for users and virtual datacenters for IT. More than 230,000 organizations worldwide including 100% of the Fortune 100 rely on Citrix to help them build simpler and more cost-effective IT environments. Citrix partners with over 10,000 companies in more than 100 countries. Annual revenue in 2011 was $2.21 billion.
The (Inside Sales) Territory Manager I position is a proactive and consultative phone sales and territory management position. The primary focus is on developing and managing end-user customer accounts and reseller partners in a particular geographical territory in order to sell Citrix products and services "to the SMB market".
Develop and apply an understanding of Citrix products, sales methodology, processes, prospecting techniques and customer base while selling to small and medium business accounts and reseller partners.
For new business, invest time and effort into learning and practicing prospecting techniques, while following up on inbound leads, qualifying, solution selling, negotiation and closing sales.
For existing customer base, call on and develop relationships with an emphasis on new product sales to our customer base. Account expansion and retention activities include cross selling into new areas, solution selling, negotiation and closing.
Begin to achieve sales targets and demonstrate progress towards achieving account strategies with field counterparts.
Learn to input accurate and timely forecasts as well as opportunity updates in SalesForce.com for management visibility in territory pipeline.
Set qualified appointments for the field counterparts with new and existing customers to address their IT challenges and business needs.
Begin to establish relationships with key channel partners, system integrators, and any other external partner to develop and achieve the defined account strategies and opportunity plans.
Begin to establish relationships with field sales, systems engineers, consultants, and sales specialists to maximize full potential of every opportunity.
Begin to establish relationships with internal resources in order to close specific opportunities consistent with account strategies.
Learn and begin to deliver product presentations to customers focusing on selling and positioning Citrix solutions.
Achieve at least 4 hours of daily phone time and 60 verifiable outbound phone calls per day which is an MBO measurement of the position.
Identify and develop opportunities across different product groups in order to leverage sales opportunities.
Other duties as assigned.
Qualifications and Requirements
Proven ability to communicate effectively in presentations via telephone and computer with customers required.
Ability to identify new and existing opportunities through basic consultative selling methodology.
Proven self-starter with motivated attitude to manage multiple tasks, projects and responsibilities.
Strong organizational and time management skills.
Developing knowledge of Citrix products and solutions
History of successful target attainment
Knowledge of CRM and opportunity management systems preferably Sales.com
Experience with MS Office and internet
Knowledge of two tier channel sales (VAR, distribution, and vendor)
A.A. degree or equivalent experience required.
Up to 2 years of Technical Telesales experience in a rapidly changing dynamic environment required.
Some phone cold calling experience preferred.
Experience in a high tech environment in an indirect sales and procurement environment with a demonstrated track record of success in driving customer adoption of technology is preferred.
CCSP certification a plus.
We offer our employees competitive compensation and a comprehensive benefits package
Citrix is an equal opportunity employer
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