Market Development Manager Romania & Moldova

Position Summary

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 the designated territory.
• Strong understanding of account needs within the designated territory.
• Ability to leverage inside sales and channel partners to pursue and close deals.
• Ability to manage the territory pipeline in coordination with inside sales and partners.
• Strong awareness of customer and partner needs within the 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.