Principal Account Executive - Federal Civilian - Cloud Software Group
Remote, MD 21201
About the Job
Cloud Software Group
Job Description: Principal Account Executive - Federal Civilian
More than 100 million users around the globe rely on Cloud Software Group (Cloud SG) to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed and sovereign cloud environments. We enable our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight and collaboration.
The Account Executives at Cloud SG lead our most valued customers across this journey, partnering with each assigned account to identify and deliver advanced technical solutions from across our broad portfolio, that result in focused business outcomes for both customers and Cloud SG. In the Account Executive role, you will produce new and recurring sales revenue, driving growth through advanced and complex account planning. This role provides the opportunity to leverage your extensive customer and sales experience to execute against a strategic account and growth plan, using business development strategies within a defined set of Federal Civilan accounts focused on solutions from our Citrix business unit.
Job responsibilities:
Execute an account-based sales strategy in assigned portfolio, focusing on growth and retention; drives 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 SG key performance indicators (KPIs)
Demonstrates a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor demonstrating how Cloud SG 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, negotiate deals, and maintain 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
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance. NYC generally ranges; $156,328-$195,410 CA generally ranges; $163,126-$203,907 All other locations fall under our General State range; $135,938-$169,922 Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
About Us:
Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us at (800) 424-8749 or email us at AskHR@cloud.com for assistance.
