Market Development Manager Romania

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!

Position Summary

Job Description:

Drives penetration of the entire Citrix portfolio in Romania and Moldova through a channel-led sales motion with the mindset of growing the market via channel development. Additionally, acts in a partner account manager capacity to manage, develop. and grow a set of assigned partners and distributors to drive revenue for Citrix. Provides coverage for territory, but does not manage individual accounts. Directly engaged in only a very limited number of high value opportunities.

Primary Duties / Responsibilities

• Develops and manages territory consisting of value-added resellers, strategic partners, prospects and customers to maximize Citrix market share and revenue.
• Develops annual territory business plan, revising quarterly, including sales coverage plan based on total addressable market and market share.
• Identifies and manages ISRs and channel partners to prospect for new business.
• Identifies partners for lead distribution in key deals.
• Coordinates channel partners to drive deals including being responsible for a deal from pricing negotiations to contract development to order fulfillment, working closely with channel partners and/or inside sales developing and closing the deal.
• Direct involvement in a very small number of large deals.
• Leads the generation and management of pipeline, as well as managing forecast, in collaboration with the ISM for the territory/
• Builds strong relationships with sales and account teams at partners.
• Manages weekly forecasts against revenue targets and work closely with inside sales counterpart to manage the pipeline and set appropriate monthly and quarterly revenue expectations using Citrix-defined CRM and forecasting tools.
  
  

Requirements & Qualifications

• Proven track record for supporting a partner network in account planning, pricing and closing deals as well as direct customer engagement and closing, including presentation skills.
• Ability to differentiate Citrix from competitors and deliver value proposition.
• Prospecting skills – ability to develop new customers and new partners.
• Strong ability to build and leverage relationships and networks (e.g., inside sales, channel partners, sales engineers) in territory.
• Strong understanding of account needs within territory.
• Ability to leverage inside sales and channel partners to pursue and close deals.
• Ability to manage territory pipeline in coordination with inside sales and partners.
• Strong awareness of customer and partner needs within territory.
• Understanding of business and technology across Citrix’s portfolio.
• Strong understanding of and proficiency with Citrix internal processes and tools as well as working level understanding of product, licensing and channel programs.
• Bachelor’s degree or equivalent experience
• 8 plus years territory sales and/or partner management experience in the technology industry, with a demonstrated track record of success in driving customer adoption of technology .
• Ability to travel.
  
  

Functional Area

Market Development Rep (MDM)

About Us

Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we’re all about. The Perks: We offer competitive compensation and a comprehensive benefits package. You’ll enjoy our workstyle within an incredible culture. We’ll give you all the tools you need to succeed so you can grow and develop with us.

Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at taoperations@citrix.com for assistance.

If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.