Principal Account Executive

4 days ago

Baltimore, Maryland, United States Citrix Systems Inc Full time
Job Title: Principal Account Executive

Cloud Software Group is seeking a seasoned sales professional to lead our most valued customers across the journey of adapting, transforming, and meeting the challenges facing every modern enterprise. As a Principal Account Executive, you will partner with each assigned account to identify and deliver advanced technical solutions from across our broad portfolio, resulting in focused business outcomes for both customers and Cloud Software Group.

Key Responsibilities:
  • Execute an account-based sales strategy in assigned portfolio, focusing on growth and retention, and drive accountability to deliver on account plans among the extended customer teams internally.
  • Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities.
  • Provide detailed and accurate sales forecasting with emphasis on several customer and Cloud Software Group key performance indicators (KPIs).
  • Demonstrate a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor demonstrating how Cloud Software Group can impact their objectives.
  • Understand each customer's technology footprint and strategy, business drivers and landscape, and strategic growth plans.
  • Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions.
  • Negotiate and manage end-to-end, complex sales-cycles, often presenting to C-level executives.
  • Identify the right specialist/support resources to bring into account negotiations and presentations.
  • Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
  • Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support.
  • Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
  • Develops plans to offer solutions that satisfy customers' KPIs and align the right partner solution for customer industry needs.
Candidate Requirements:
  • 10+ years of sales experience within software or solutions sales organization.
  • 5+ years experience selling SaaS or PaaS.
  • Experience in selling to US Federal Government organizations and related experience with government procurement and contracting.
  • Experience establishing trusted relationships with current and prospective clients and other teams.
  • Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships with IT and Lines of Business.
  • Experience consistently achieving sales targets.
  • Experience quarterbacking account teams within a matrix sales team environment, promoting a 'win as a team' approach.
  • Demonstrated ability to use value-based consultative selling.
  • Experience with advanced Account Planning techniques, including the development, execution, and tracking of short- and long-term account objectives, customer goals, and action steps.
  • Objection Handling & Negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors' solutions.

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