Renewal Sales Specialist, UK Market - 6-month Contract (Dublin - Based)

Citrix

Responsibilities
Company Type
Experience
Workhours
Qualifications

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!

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Job Description:

This is a proactive telesales role, responsible for managing and closing all assigned account renewal opportunities and business relationships in pursuit of an assigned revenue quota. The sales specialist drives renewals of Citrix Software Maintenance (SWM), Enterprise-level Support contracts (e.g. TRM, Extended Support, Escalation Engineer and future offerings), and Appliance Maintenance (HWM) within a list of accounts or in a territory. You are also responsible for prospecting cross-sell and up-sell of product and service opportunities. In this position, you will work closely with and through partners in the United Kingdom.

Primary Duties / Responsibilities

  • Identifies renewal opportunities by generating and analyzing license reports
  • Manages all renewal opportunities through leveraging Citrix channel partners or directly where needed
  • Prospects consistently for license up-sell and cross-sell opportunities and engages Inside Sales and Field Sales teams to hand-over and develop such opportunities
  • Provides routine analytical and administrative support for customers and partners to guide them through their renewal opportunity and process
  • Supports general account sales strategies for named and focus accounts
    • Captures additional insight on business and technology needs
    • Prospects for cross-sell and up-sell opportunities
    • Gathers competitive information (e.g., offerings/locations served by competitor)
  • Promotes value proposition of upgrades and renewals to maximize return on Citrix products and solutions
  • Manages and tracks all sales stages of the renewal opportunities
  • Closes and processes renewal deals for Enterprise/Corporate accounts
  • Provides and generates quotes necessary for Subscription Advantage, Appliance Maintenance, Software Maintenance, and Enterprise-level Support contracts renewals sales opportunities
  • Develops and fosters alignment with sales team members as needed to close sales.
  • Utilizes CRM system and all necessary applications to manage and optimize opportunities and track all sales stages of the renewal opportunities.
  • Promotes team environment by assisting with training and development of fellow employees to enhance skills and abilities in performance of their duties.
  • Orchestrates and conducts trainings with Citrix partners and distributors
  • Generates and presents reports as directed by Management.
  • Prioritizes workload in order to meet all KPIs, goals and objectives.
  • Qualifications (Knowledge, Skills, Abilities)
  • Ability to foster relationships quickly and remotely and to develop and create alignment with sales team members as needed to close sales.
  • Significant experience with telesales techniques and farming accounts remotely
  • Ability to vet leads and uncover opportunity
  • Solid experience in leveraging channel partners, ERMs, and CAMs to close deals
  • Profound knowledge of customer buying process and recognition of new opportunities that leads to closed deals
  • Profound understanding of the basic IT problems that Citrix products solve
  • Profound understanding of business and technology for Citrix renewal products that enables values selling
  • Proven ability to close a high volume of renewal opportunities through the channel and through direct touch
  • Excellent communication and phone skills with strong sales and relationship building skills.
  • Understands how to assess customer information, determine and address problem areas, formulate relevant solutions, and present the solution effectively.
  • Good level of expertise using MS Excel, and MS Word
  • Excellent knowledge of CRM and opportunity management systems preferably salesforce.com
  • Ability to work under pressure and meet deadlines, maintain a pleasant, professional attitude towards customers and co-workers.
  • Must have an effective and professional demeanor in conducting telephone sales with executive level customers.
  • Must be flexible, dependable and have a willingness to learn, excel and master their position as well as assist where and when needed.
  • Captures additional insight on business and technology needs
  • Prospects for cross-sell and up-sell opportunities
  • Gathers competitive information (e.g., offerings/locations served by competitor)

Requirements (Education, Certification, Training, and Experience)

  • Must be Dublin-based
  • Bachelor degree or equivalent professional experience
  • 2 years technical telesales experience in a rapidly changing dynamic environment required
  • Previous experience in an indirect sales environment preferred
  • Previous experience working in the IT industry required
  • High level of communication skills both verbal and written
  • Team-oriented
  • Knowledge of Citrix products and services preferable
  • Bilingual or fluent written and verbal skills in English is mandatory for this role

*LI-TB1

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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.

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