Principal Enterprise Account Manager – Public Sector
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Job Description
Principal Account Executive for Public Sector managing government accounts across Europe. Engaging with customers for long-term relationship building and account planning.
Responsibilities:
- Work with your customers to develop, execute, and track both short- and long-term account objectives, customer goals, and action steps
- Evaluate existing data and subjective inputs to improve business performance
- Identify internal stakeholders and buyers through personal evaluation and by establishing strong lines of communication with your customers
- Utilize thorough and effective account planning tactics for both short- and long-term plans
- Use data-driven inputs to set goals and to measure progress against both customer goals and Citrix / CSG objectives
- Monitor account performance against established milestones and deadlines
- Understand your customer’s business from the inside-out, making their future success your priority
- Combine your PUBLIC SECTOR specific industry knowledge (facts, data, industry trends, observations) with your understanding of the customer’s needs to draw a unique conclusion about the best go-forward direction to grow their business, increase profits, and/or reduce attrition
- Detail the customer’s path for success to improve business outcomes and demonstrate ROI using Citrix unique portfolio offerings
- Engage with customers to deliver effective messages advancing the sales cycle (e.g., highlighting unique Citrix strengths, challenging customer assumptions, etc)
- Communicate with customers and deliver effective presentations virtually and in-person
- Link your customer’s business priorities to Citrix value propositions
- Confidently interact with senior stakeholders and spontaneously adapt to changing circumstances
- Effectively communicate and present opinions, information, and key points of an argument in-person and/or virtually
- Respond quickly to the needs of customer stakeholders, and to their reactions and feedback
- Deliver insights convincingly and with authority
- Identify risks in account relationships, opportunities, and retention potential
- Assess risks and provide mitigation strategies in alignment with Citrix objectives
- Identify risks associated with specific account strategies, solutions, and other account factors
- Comfortably make difficult decisions after careful consideration of risks, anticipating potential unintended consequences of actions
- Liaise with the product development team to assemble an initial solution addressing customer needs
- Understand the scope and limitations of the solution capability
- Identify and analyse customer-stated needs and map them to appropriate CSG solutions
- Leverage technology systems to keep track of customer needs and inform solution design
- Build long-term strategic customer relationships
- Gain access to key stakeholders in the buying group
- Determine customer engagement preferences through all touch points with cross-functional teams
- Build and nurture positive relationships by effectively influencing and networking within and outside the customer organisation, to drive business performance
- Work comfortably and confidently with customer’s senior leaders
- Provide customised resources needed to leverage the identified touchpoints effectively
Requirements:
- Team Player - leverage, orchestrate and manage the broader Account Team
- Open, always learning, Growth mindset with "can do" approach - comfortable with Changes & challenges
- Public Sector Vertical Background - Experienced with specific Public Sector / GOV requirements, ordering processes, tenders etc.
- Provides weekly Forecast & Pipeline Updates to Sales Management
- Familiar with defined Sales tools such as CRM (Salesforce), Office products, Collaboration Tools
- Fluent verbal & written English language skills are important
Benefits:
- Equal Employment Opportunity (EEO)
- Reasonable accommodation for disabilities
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