Eastern Regional Enterprise Sales Director (Remote)

Job Description


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!What we're looking for:You are a Senior Regional Enterprise Sales Director with 15+ years of progressive enterprise business experience within Canada. You have a minimum of 10+ years of progressive experience in a large, multinational software, technology, and consulting organization developing and executing business plans and programs. You are up for the challenge of becoming an expert on Citrix solutions. You share our vision of migration to the Cloud and are passionate about delivering Cloud solutions to customers. This is a remote based position with travel to customer locations or corporate meetings, as needed. Position Summary:The Sr. Regional Enterprise Sales Director is responsible for leading and managing a sales team to achieve quarterly and annual revenue goals. The Sr. Regional Enterprise Sales Manager assumes responsibility for a large portion of the territory's overall revenue goals. The Sr. Regional Enterprise Sales Manager is also responsible for driving the professional development of other managers and staff on their team, including mentorship, training, and performance evaluation. Provides input to senior management into the go-to-market strategy for their territory. The Sr. Regional Enterprise Sales Manager must understand the overall business of the clients in their territory and how to assist the sales team in positioning Citrix products, messaging, and services. Directs their team in managing multiple routes to market including channel and direct sales. Is assigned a sales quota by senior management and in determines how the quota will be divided among their team. The Sr. Regional Enterprise Sales Manager is responsible for overseeing that their team is effectively supporting the sales opportunities of their assigned area. The position requires the ability to multi-task between team members in their support of different clients, sales opportunities, and other initiatives. Acts as an enabler to remove both internal (Citrix) and external (customer, partner) roadblocks and help their staff resolve challenges in support of sales opportunities. Role Responsibilities: Set strategy and direction to lead sales organization in following the sales methodology and best practices, as well as using Salesforce.com as a system of record. Uses and teaches encouragement, fair-treatment, inclusion, and career development as primary techniques to motivate their team. Understands that positive reinforcement and constructive coaching are the most effective tactics to help their team realize their full potential. Demonstrates a sincere interest in the well-being of their team members. Implement training and coaching programs in the use and application of both processes to sales managers. Identify training and development gaps and create plans to address. Define and implement the curriculum for ongoing training to sales reps regarding sales skills, product knowledge, and market focus. Ensure sales managers have the skills and training to teach appropriate prospecting techniques for securing new clients, key account management, and general account maintenance and are addressing any training gaps. Set sales call activity, lead follow up, account reviews, prospecting, and performance SLAs with management team. Leverage and communicate competitive losses/wins across the sales teams. Review sales manager personnel issues, and personal/professional development opportunities. Provide guidance for sales managers in matters of problem resolution, sales strategies, competitive analysis, and pricing, bids/RFPs/RFQs, and corporate policy interpretation. Perform key functions to recruit top-notch sales reps and sales management including interviewing, hiring, monitoring, employee feedback and documentation, counseling and coaching, and performance management / improvement when needed. Identify staffing needs. Work with senior management to set budgets and implement plan. Create interview panels as needed. Assess skill sets and provide ongoing coaching and feedback to team members and managers in order to meet objectives, reinforce sales methodology and provide guidance on career path direction. Implement development plans across the sales organization. Effectively manage expenses across the sales organization. Ensure sales organization meets booking commitment goals by setting strategies and leading sales managers in execution of the selling via Sales Teams through diligent lead follow-up, mining the installed customer base and prospecting. Identify market potential (geographic, product, etc.), set sales strategies to capture this potential, and manage investments to eliminate coverage gaps. Participate in the design and development of organizational structures to address gaps and support short- and long-term business objectives. Provide a weekly revenue forecast for the current month, quarter and year broken out by each sales team for senior management. Manage and coach sales managers to ensure accurate and timely rep forecasts which are reflected in Salesforce.com. Define quotas and bookings commitments throughout the year. Communicate and collaborate with remote Field and Regional Sales teams to maintain consistency with headquarters’ direction and strategy and informed of company activities and initiatives. Develops and executes field sales programs such as quarterly business reviews and semi-annual sales training. Communicate marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders to senior management. Work with operations and senior management to ensure market data needs of the Sales teams are being met, and issues are being addressed. Define account and opportunity planning processes and develop new initiatives to maximize revenue and maximize market potential and lead sales management in developing execution strategy. Demonstrate strong product knowledge and ability to articulate our value proposition; ability to train sales managers to implement this within the sales organization. Preferred Skills/Requirements: Experience in managing teams that sell complex technical business solutions in the enterprise space and have a strong understanding of business drivers for Line of Business solutionsHigh degree of motivation and professionalism with advanced organizational, project management, negotiation, change management, problem solving skills, process management, leadership, coaching, mentoring, resource management, and team building skills. Possesses high level of specialized sales and product solution knowledge and a solid understanding of Citrix competitive domain and technologies. Develop technical knowledge transfer program for sales organization. Actively participates in the development of the Citrix delivery infrastructure solution strategy. Knowledge of Microsoft Office Suite, CRM, and opportunity management systems, preferably Salesforce.com. Ability to travel 50 % of the time within assigned territory and other locations including Corporate HQ. Experience and background in 2 tier channel/distribution sales model Basic Qualifications: Bachelor’s degree required; Master’s degree preferred. 10+ years of sales management experience preferably in the Information Technology industry.Must reside within the local geography with the ability to travel to customer accounts and corporate meetings as needed.LI-MK1What you’re looking for:Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It’s a simple philosophy that guides everything we do — including how we work. If you’re driven, passionate and curious, we invite you to make a difference with a brand you can believe in. We want employees to do what they do best, every day.Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.Functional Area:Sales Management

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