As a Federal Sales Director at Citrix, you will be responsible for leading a team of seven Account Executives (AEs) focused on driving sales within the Department of Defense (DoD) and Federal Civilian agencies. Your role will involve setting strategy, driving revenue growth, managing customer relationships, and ensuring the team meets or exceeds sales goals. You will be a key player in Citrix’s federal business strategy, ensuring alignment with overall corporate goals while leading the team to deliver customer value and foster long-term customer success.
Key Responsibilities:
- Lead, mentor, and manage a team of 7 Account Executives focused on the DoD and Federal Civilian sectors.
- Develop and execute a comprehensive sales strategy to drive revenue growth within the federal market.
- Ensure the team meets or exceeds quarterly and annual sales targets, including account growth, customer retention and forecast accuracy.
- Build and maintain strong relationships with senior executives and decision-makers across key federal agencies.
- Collaborate with internal stakeholders, including product, marketing, operations and legal teams, to support the federal sales process.
- Drive adoption of Citrix’s solutions to solve customer challenges within the federal market.
- Maintain a deep understanding of federal acquisition regulations and procurement cycles.
- Foster a customer-first culture, ensuring high levels of customer satisfaction and long-term retention.
- Analyze market trends and provide strategic insights to influence Citrix’s go-to-market strategy for the federal sector.
- Oversee the negotiation of large, complex contracts with federal agencies.
- Manage team performance through goal-setting, performance reviews, and regular coaching.
Required Skills and Experience:
- 10+ years of federal sales experience, with at least 5 years managing a team of Account Executives.
- Proven track record of success in selling to the DoD and/or Federal Civilian agencies.
- Deep understanding of the federal sales process, including contracting vehicles (GSA, SEWP, etc.).
- Strong leadership skills with a history of developing high-performing teams.
- Demonstrated ability to build and maintain relationships with senior government officials and decision-makers.
- Excellent communication, negotiation, and presentation skills.
- Ability to work cross-functionally with product, marketing, and legal teams.
- Experience selling enterprise technology solutions, preferably within the cloud, virtualization, or networking space.
- Bachelor's degree in Business, Marketing, or a related field (MBA preferred).
Preferred Skills:
- Familiarity with Citrix’s products and services.
- Experience with Citrix or competitive solutions such as VMware, AWS, or Microsoft in the federal space.
- Ability to adapt to a rapidly changing market and customer needs.
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: $227,892-$341,838
CA generally ranges: $237,801-$356,701
All other locations fall under our General State range: $198,167-$297,251
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, HR directly via (954) 229-6896 or email at [email protected] for assistance.
What We Do
Cloud Software Group enables our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight, and collaboration.
