Lead Account Executive

Job Description

Job Description: Account Executive – Public Sector

Company: Cloud Software Group
Business Unit: Citrix
Job Role: Account Executive
Department: Sales / Business Development
Experience: 10+ Years in Software or Solutions Sales
SaaS/PaaS Experience: Minimum 5 Years
Customer Segment: US Federal Government / Public Sector

Job Summary

Cloud Software Group is seeking an experienced Account Executive to manage strategic public sector accounts and drive new and recurring revenue for its Citrix business unit. The role focuses on account planning, customer relationship management, complex enterprise sales, and delivering technology solutions aligned with customer business objectives.

The ideal candidate will have extensive experience in software sales, SaaS/PaaS solutions, US federal government procurement, and strategic account management.

Key Responsibilities

1. Strategic Account Management

Develop and execute account-based sales strategies for assigned public sector customers.

Drive account growth, customer retention, and revenue generation.

Create and manage short-term and long-term account plans.

Coordinate internal teams to achieve account objectives and sales targets.

Understand customer business strategies, technology environments, and future growth plans.

2. Sales & Business Development

Generate new business opportunities and recurring sales revenue.

Develop customer-specific value propositions, presentations, and business plans.

Identify opportunities to expand existing accounts and acquire new customers.

Deliver consultative sales solutions aligned with customer requirements and business outcomes.

Consistently achieve assigned sales targets and key performance indicators (KPIs).

3. Customer Relationship Management

Build and maintain trusted relationships with senior executives, C-level leaders, and technical decision-makers.

Act as a trusted advisor by understanding customer challenges and strategic priorities.

Establish alignment between customer objectives and Cloud Software Group solutions.

Represent customer needs internally and ensure appropriate follow-up and support.

4. Enterprise Sales & Negotiation

Manage complex, end-to-end sales cycles, including executive-level presentations.

Lead commercial negotiations and handle customer objections effectively.

Coordinate with technical specialists and support teams during sales discussions.

Evaluate competitive solutions and communicate the business value of Cloud SG offerings.

Support government procurement and contracting processes.

5. Sales Forecasting & Performance Tracking

Prepare accurate sales forecasts and account performance reports.

Track revenue, customer growth, retention, and other sales KPIs.

Monitor account plans and ensure timely execution of sales activities.

Identify risks and opportunities affecting customer satisfaction and revenue performance.

6. Cross-Functional Collaboration

Coordinate account teams across a matrix sales organization.

Collaborate with technical, partner, support, and customer success teams.

Anticipate customer satisfaction risks and ensure post-sales commitments are met.

Identify suitable partner solutions to address customer industry requirements.

Required Qualifications

Extensive experience in software sales or solutions sales.

Proven ability to manage strategic enterprise accounts.

Experience selling to US Federal Government organizations.

Knowledge of government procurement and contracting processes.

Experience Requirements

10+ years of experience in software sales or solutions sales.

5+ years of experience selling SaaS or PaaS solutions.

Experience in new business development, complex deal negotiation, and enterprise account management.

Demonstrated success in consistently achieving sales targets.

Experience managing relationships with C-level executives, IT leaders, and business stakeholders.

Experience coordinating account teams in a matrix sales environment.

Required Skills

Strategic account planning and execution.

Consultative and value-based selling.

Enterprise sales and business development.

Complex deal negotiation and objection handling.

Sales forecasting and KPI management.

Executive relationship management.

Government sales and procurement knowledge.

Cross-functional team leadership.

Customer retention and revenue growth strategies.

Strong presentation, communication, and interpersonal skills.

Preferred Competencies

Ability to translate customer business objectives into technology solutions.

Strong understanding of SaaS, PaaS, and enterprise cloud solutions.

Ability to assess competitive offerings and demonstrate business value.

Strong ownership, accountability, and customer-focused decision-making.

About Cloud Software Group

Cloud Software Group combines the capabilities of Citrix and TIBCO to provide cloud software solutions to customers worldwide. The company emphasizes innovation, collaboration, customer success, and an inclusive working environment.

Equal Employment Opportunity

Cloud Software Group is an equal opportunity employer committed to providing fair consideration to all qualified applicants. Reasonable accommodations are available during the application process.

Contact Details

HR Contact: AskHR@cloud.com
Phone: +1 800-424-8749