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Enterprise Field Sales Representative

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POST DATE 8/20/2016
END DATE 1/21/2017

Citrix Systems Santa Clara, CA

Santa Clara, CA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


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!

Location:Santa Clara

R4062 Enterprise Field Sales Representative (Open)

Job Posting Title:
Enterprise Field Sales Representative

Job Description:

•The EFSR overlays a team of Citrix Enterprise Account Managers, working closely with them as a virtual member of their team to identify target opportunities for ShareFile, and supporting sales motions for both the standalone products and the Citrix Enterprise Mobility Management solution of which ShareFile is a part.
•Each EFSR follows up on and consistently closes a high quantity of inbound leads and existing customer requests in their assigned territory for ShareFile, and cultivates additional new business through territory development and prospecting best practices.
•Applies business savvy and understanding of customer needs; uses a consultative sales approach; creates and delivers custom presentations with targeted value propositions; achieves exceptional results by organizing and prioritizing sales activities, quickly developing rapport with executive level decision makers and closing complex deals
•Through extensive customer interactions and sales successes, applies knowledge of relevant customer business issues and recommends ShareFile; understands key competitive differentiators and selects or develops appropriate sales collateral to address specific customer needs; researches and applies industry best practices; shares with members of the sales team the messaging and best practices that ensure that our value proposition is effectively communicated to customers
•Manages and maintains accurate lead and account/opportunities information within; utilizes the application's tools to analyze and prioritize data to more effectively forecast, plan, manage and deliver target revenue from assigned territory; develops and shares best practices with team members on use of tools
•Applies a thorough understanding of the business value of ShareFile solutions through a consultative sales approach to various business functional areas and executives within target customer segments; forecasts timeframe from initial call to successful close with a high degree of accuracy
•Obtains repeat business, referrals and references by applying a thorough understanding of the unique requirements of the executive buyers (sales, marketing, finance, etc). Coach others regarding best practices and techniques

Other Duties and Responsibilities
•Develops prospecting plans for territory development to build rapport and create opportunities
•Meets regularly with Enterprise account managers to support existing opportunities and plan account campaigns.
•May attend trade shows, conferences or seminars and share best practices and industry insights with team members and management
•Suggests and implements new processes to help increase productivity and efficiency

Qualifications and Requirements: Knowledge and Skills
•Bachelor’s Degree required
•Typically requires 5+ years field sales or equivalent experience in a rapidly changing dynamic environment required. Previous experience with Citrix solutions and/or EFSS a major plus
•Strong technical acumen with some prior role in technology or engineering sales
•Proven record of success with developing prospecting lists, cold calling, customer expansion and field sales required; technology sales experience required
•Expertise with internet business tools (social media, search, business sites) and demonstrated competence using Microsoft Office products for custom PowerPoint presentations, ROI analyses, proposals
•Proficiency with CRM and opportunity management systems, preferably
•Proven ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting
•Demonstrated record of success communicating effectively via telephone and email with customers
•Demonstrated ability to coach others and lead by example
•Availability to travel as necessary in the territory on a weekly basis, and occasionally to ShareFile headquarters (Raleigh) and to other locations.


Functional Area:
Enterprise Relationship Manager

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 Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability, protected veteran status and other protected classifications.