Principal Enterprise Account Manager - Public Sector

The Principal Account Executive - Public Sector will be joining the Europe Public Sector Team, that covers Public Sector, Healthcare & Education customers across European Core Markets. The role will be focused on large GOV Accounts, e.g. Public Sector IT Services & Federal Government. 

ACCOUNT PLANNING 

Work with your customers to develop, execute, and track both short- and long-term account objectives, customer goals, and action steps 

Evaluate existing data and subjective inputs to improve business performance. 

Identify internal stakeholders and buyers through personal evaluation and by establishing strong lines of communication with your customers 

Utilize thorough and effective account planning tactics for both short- and long-term plans. 

Use data-driven inputs to set goals and to measure progress against both customer goals and Citrix / CSG objectives. 

Monitor account performance against established milestones and deadlines 

CUSTOMERS BUSINESS SUCCESS 

Understand your customer’s business from the inside-out, making their future success your priority. 

Combine your PUBLIC SECTOR specific industry knowledge (facts, data, industry trends, observations) with your understanding of the customer’s needs to draw a unique conclusion about the best go-forward direction to grow their business, increase profits, and/or reduce attrition. 

Detail the customer’s path for success to improve business outcomes and demonstrate ROI using Citrix unique portfolio offerings. 

Engage with customers to deliver effective messages advancing the sales cycle (e.g., highlighting unique Citrix strengths, challenging customer assumptions, etc). 

COMMUNICATION AND PRESENTATION 

Communicate with customers and deliver effective presentations virtually and in-person. 

Link your customer’s business priorities to Citrix value propositions. 

Confidently interact with senior stakeholders and spontaneously adapt to changing circumstances 

Effectively communicate and present opinions, information, and key points of an argument in-person and/or virtually. 

Respond quickly to the needs of customer stakeholders, and to their reactions and feedback. 

Deliver insights convincingly and with authority. 

MANAGING RISK 

Identify risks in account relationships, opportunities, and retention potential. 

Assess risks and provide mitigation strategies in alignment with Citrix objectives. 

Identify risks associated with specific account strategies, solutions, and other account factors. 

Comfortably make difficult decisions after careful consideration of risks, anticipating potential unintended consequences of actions. 

SOLUTION BUILDING 

Liaise with the product development team to assemble an initial solution addressing customer needs. 

Understand the scope and limitations of the solution capability. 

Identify and analyse customer-stated needs and map them to appropriate CSG solutions. 

Leverage technology systems to keep track of customer needs and inform solution design. 

CUSTOMER RELATIONSHIP MANAGEMENT 

Build long-term strategic customer relationships. 

Gain access to key stakeholders in the buying group. 

Determine customer engagement preferences through all touch points with cross-functional teams. 

Build and nurture positive relationships by effectively influencing and networking within and outside the customer organisation, to drive business performance. 

Work comfortably and confidently with customer’s senior leaders. 

Provide customised resources needed to leverage the identified touchpoints effectively. 

REQUIRED EXPERIENCE, SKILLS & DUTIES 

Team Player - leverage, orchestrate and manage the broader Account Team, with close interaction with roles such as ATS, Architect, Product Management etc. 

Open, always learning, Growth mindset with "can do" approach - comfortable with Changes & challenges. 

Navigate complex processes for Deal Strategy, Commercial Approvals etc. 

Public Sector Vertical Background - Experienced with specific Public Sector / GOV requirements, ordering processes, tenders etc. 

Provides weekly Forecast & Pipeline Updates to Sales Management 

Familiar with defined Sales tools such as CRM (Salesforce), Office products, Collaboration Tools 

Fluent verbal & written English language skills are important