Principal Account Manager FSI - DACH Territory

More than 100 million users around the globe rely on Citrix to help them adapt, transform, and meet the challenges faced by every modern enterprise across private, public, managed and sovereign cloud environments. In today’s dynamic business landscape, work happens everywhere — across devices, locations, and environments. With this flexibility comes complexity and risk. Citrix helps our customers to secure the work by providing secure access to the applications their workers—humans and agents—need wherever they are and from whatever devices they use. Citrix is trusted by thousands of customers to deliver improved user experience, more productivity, and tailored security at an optimized cost.  

About the Role  

We are seeking a highly experienced Enterprise Account Executive to support and grow a portfolio of Financial Services and Insurance (FSI) customers across DACH through strategic relationship management, disciplined account execution, and value-led engagement. This role is focused on driving measurable growth within complex, multinational accounts headquartered in Germany, Austria and Switzerland, deepening executive alignment, and helping customers realise business outcomes from our technology platform. 

The ideal candidate is a proven enterprise seller with a strong track record in FSI, experienced in managing large, complex customer environments and navigating sophisticated stakeholder landscapes. You bring credibility at the executive level, operate with a high degree of ownership and accountability, and are comfortable leading high-value, multi-year engagements. 

Key Responsibilities  

Account Management & Relationship Development  

• Manage and develop relationships within an assigned portfolio of FSI accounts, building trust with business and technical stakeholders over time.  

• Establish and maintain relationships with senior decision-makers and influencers across IT and Lines of Business.  

• Develop a strong understanding of each customer’s business strategy, operating model, and technology landscape.  

• Act as a consistent point of contact for customers, ensuring alignment between customer objectives and internal teams.  

Account-Based Execution & Growth  

• Own and develop senior relationships across a portfolio of large FSI accounts, establishing trusted advisor status with executive and C-level stakeholders. 

• Lead engagement across complex, multinational customer environments, aligning multiple business units, geographies, and functions. 

• Develop a deep understanding of each customer’s business strategy, operating model, and technology landscape to proactively shape opportunities. 

• Act as the accountable owner for customer outcomes, ensuring alignment between customer objectives and internal execution. 

• This role requires regular travel across the DACH region to meet with customers, with occasional visits to our European HQ in the UK 

Sales Process & Deal Support  

• Lead complex, high-value sales cycles end-to-end, including structuring, negotiation, and closure of six- and seven-figure contracts. 

• Navigate sophisticated procurement, legal, and commercial frameworks within regulated FSI environments. 

• Orchestrate cross-functional teams including Solutions Engineering, Architecture, Product, Customer Success, and partners to deliver cohesive customer outcomes. 

• Maintain rigorous pipeline management, forecasting accuracy, and deal governance. 

Industry Knowledge & Customer Advocacy  

• Bring strong domain credibility within FSI, including understanding of regulatory environments and transformation priorities (e.g., digital banking, claims modernisation, fraud prevention, risk and compliance). 

• Translate technology capabilities into business outcomes relevant to regulated, enterprise-scale organisations. 

• Act as a senior voice of the customer internally, influencing product direction, sales strategy, and customer success priorities 

• Support participation in customer briefings, executive workshops, and industry events.  

Required Experience & Skills  

• Proven experience managing large, multinational FSI customers within the DACH region, with direct ownership of complex enterprise accounts. 

• Demonstrated success in leading and closing multi-million Dollar, multi-year contracts within complex sales environments. 

• Strong track record of navigating multi-layered stakeholder landscapes, including C-level engagement. 

• High degree of accountability and ownership, with a consistent focus on delivering measurable customer and commercial outcomes. 

• Growth-oriented mindset with a proactive approach to identifying and converting new opportunities within existing accounts. 

• Strong communication skills with the ability to engage both business and technical audiences at a senior level. 

• Comfortable operating in a matrixed, cross-functional environment with multiple internal and external stakeholders. 

• Fluent verbal and written German and English communication skills required; additional European languages advantageous. 

Preferred Experience  

• Experience selling SaaS, cloud, digital workspace, automation, analytics, or enterprise infrastructure solutions. 

• Deep familiarity with regulated industries and governance-driven buying processes. 

• Experience owning strategic or tier-1 enterprise accounts 

• Bachelor's degree in business, Finance, Technology, or a related field.  

Personal Attributes  

• Strong sense of ownership and accountability, with a bias for action. 

• Commercially driven with a clear focus on growth and long-term value creation. 

• Resilient and adaptable, comfortable operating in complex and evolving environments. 

• Collaborative mindset with the ability to lead through influence across matrixed teams. 

• Team-oriented mindset with a “win together” mentality.  

• Curious, open, and motivated with a growth mindset 

• Professional, reliable, and trusted by customers and internal teams