Account Executive, Security

Palo Alto, CA, United States

We are currently looking for experienced security focused Account Executives to join our team in North America. As cyber-attacks increase in complexity and volume, Citrix (now part of Cloud Software Group) is significantly expanding focus on security solutions and resources.

More than 100 million users and nearly all of the Fortune 1000 around the globe rely on Cloud Software Group (CSG) 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 by leveraging our software franchises for and across data, automation, insight, and collaboration.

Citrix's advanced virtualization, network, and security solutions have been integral to our customers' security strategies for over 30 years and have helped define what's possible in a Zero Trust world. Security practitioners love the "secure by design" nature of our virtualization products. Over the years, we've expanded security-focused solutions aimed at a wide range of adjacent use cases-primarily in secure access and secure application delivery.

In 2024, we've announced the Citrix Platform which brings a unified approach to the digital workplace across End User Computing, Infrastructure, Security, and Networking. The Platform combines Citrix Virtualization and Desktop with NetScaler App Delivery and Security solutions featuring Citrix Enterprise Browser and Secure Private Access. This provides a unique opportunity for technology consolidation, along with a simplified, secure and best of breed application and desktop delivery platform.

About the Role:

Citrix solutions are in use at nearly every large company on the planet. We enjoy trusted relationships within IT Infrastructure, Networking, and End User Computing teams. The objective of this role is to work with existing account teams and the Security Technology Strategists to expand relationships with our customers' cyber security teams and identify opportunities where Citrix security solutions can improve the efficacy and efficiency of customer security programs.

Working with the Citrix account teams, the Security AE will network with CISOs and their organizations to expand customer relationships and account coverage. This role is designed to increase customer awareness and adoption of the security elements of the Citrix Platform across the assigned territory.

Primary Responsibilities:

Work with Citrix account teams on strategy and alignment around Citrix security products

Increase awareness in the security community about Citrix Secure Private Access, Enterprise Browser, and other security capabilities

Gain access, build relationships, and establish credibility with Security and Network decision makers and influencers in the designated territory to drive adoption of Citrix security solutions

Discuss security trends, concerns, and potential solutions clearly and concisely to an audience with varying levels of technical expertise

Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities

Develop, test, and fine-tune security sales plays initially focused on ZTNA VPN replacement and Enterprise Browser land and expand, as well as other plays as products and solutions evolve

Gain a deep understanding of the unique Citrix value proposition and the competitive landscape

Demonstrate a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor

Understand customer's security technology footprint and strategy, business drivers and landscape, and strategic growth plans

Build and maintain 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

Advocate on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed

Orchestrate internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support key to adoption and consumption of Citrix security solutions

Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.

Develop plans to offer solutions that satisfy customers' KPIs and align the right partner solution for customer industry needs

Job Qualifications

10+ years of experience with software and solution selling

5+ years experience selling security solutions

Experience establishing trusted relationships with current and prospective clients and other teams

Experience producing new business and establishing credibility in the security community

Proven track record of success in driving customer adoption of security solutions

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 and quantify the impact of maintaining the status quo or pursuing competitors' solutions

Work locations - Remote/Home office, North America, looking for regional coverage for Northeast, Southeast, Central, and West. Must have ability to travel as needed within the region.

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; $180,474-$225,593 CA generally ranges; $188,321-$235,401 All other locations fall under our General State range; $156,934-$196,168 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 leapa 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 [email protected] for assistance.

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