Lead Account Executive

Cloud Software Group combines the capabilities of both Citrix and TIBCO, creating one of the world s largest cloud software 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 solutions to get work done - from anywhere. Members of our team will tell you that we value diverse lived experiences, varied perspectives, and having the courage to take risks. Our teams are encouraged 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.

About This Team
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 Public Sector accounts focused on solutions from our Citrix business unit.

Duties and 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 customers 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.

Required Experience/Skills
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