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Director Commercial Industries
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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**:
We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping 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. We empower the original mobile device: YOU
Scope of role:
An excellent opportunity has arisen for a Director Commercial Industries Germany:
This role will be responsible for leading and managing the Enterprise and Corporate Account Managers within the segment as well as dotted line the associated overlay sales employees. Together with his/ her team of these sellers the new leader will build the growth plan for the Enterprise and Corporate Accounts business in Germany and an associated go-to-market strategy and must understand the overall business of the clients and how to align the sales team in positioning Citrix products, messaging and services.
The team is responsible for overall bookings goals and to establish and drive a strong business network to Enterprise and Corporate Customers along with the ability to build a strategic plan.
The Director Commercial Industries will drive the professional & personal development of his/her team in Germany, including solution selling, mentorship, training, and performance evaluation.
He/She oversees that the team is effectively developing and driving the sales opportunities and growth of their assigned accounts. He/she acts as an enabler to remove both internal (Citrix) and external (customer, partner) roadblocks and help staff resolve challenges in support of sales opportunities and strong growth in relevant accounts.
Examples of Specific Responsibilities:
- Create a strong sales culture and sales cadence:
- Sales call activity: lead forecasting, follow up, account reviews, prospecting, and performance. Leverage and communicate competitive losses/wins within the team and local leadership team.
- Define account and opportunity planning processes and develop new initiatives to grow revenue and market potential and lead sales team in developing execution strategy.
- Provide guidance and support for sales team in matters of problem resolution, sales strategies, competitive analysis and pricing, bids etc. and enterprise policy interpretation.
- Demonstrate strong product knowledge and ability to articulate our value proposition; ability to guide and train sales representatives to implement this within their remit.
- Attract, recruit and develop and retain world class talents:
- Manage the team’s performance in a positive way: assess skill sets and provide ongoing coaching and feedback to team members to at least meet objectives, reinforce sales methodology and provide guidance on career path direction.
- Implement development plans across the team.
- Ensure the organization embraces the Citrix values of Integrity, Teamwork, Courage, Respect, and Curiosity
- Creates ambition and engagement by using and teaching encouragement, fair-treatment, inclusion, and career development as primary techniques to motivate the team.
- Understands that positive reinforcement and constructive coaching are the most effective tactics to help their team realize their full potential.
- He/she Demonstrates a sincere interest in the well-being of the team members
- Identify market potential within the Enterprise and Corprate segment, set sales strategy to capture this potential, and manage investments to eliminate coverage gaps. Builds a strong executive network in our Enterprise and Corporate Accounts environment.
- Communicate marketing requirements and competitive data, including tenders, pricing, feature needs, license models and value proposition strategies to product stakeholders to senior management. Connect with operations and senior management to ensure market data needs of the Sales team are being met, and issues are being addressed.
- Defines and executes Expansion strategy:
Professional Experience:
- Minimum of 10 years experience in leading teams (with direct reports of 6+) in Enterprise sales
- In a highly matrixed and international Enterprise environment, articulate, fast-thinking & attuned to Enterprise business and special requirements
- Deep experience in managing teams that sell complex technical business solutions to Enterprise customers and a strong understanding of business drivers.
- Also an understanding of overall business functions and the impact of technical decisions on business results.
- Minimum of 5 years experience in accelerating businesses and high
