Jorge Briceno

About Jorge Briceno

As a seasoned sales leader with a proven track record of driving revenue growth…

Experience

1. Sr Account Manager - Commercial - Enterprise - Public Sector - Micro

   Citrix

   Dec 2018 — Present

   Led a team of Retention & Expansion Account Managers as a team lead, achieving a 91% renewal rate and reducing churn to below 9% by implementing best practices. Streamlined processes to shorten renewal lead times and improve engagement.• Implemented processes and best practices for the company\'s transition from a perpetual license model to a subscription.• Developed centralized dashboards and reporting for management and individual contributors.• Implemented a data-driven approach to prevent churn and identify cross-sell and upsell opportunities, resulting in 35% increased revenue and customer retention.• Expanded client relationships driving growth strategies across the Public Sector, Enterprise, Commercial, and Micro Accounts, across 35+ countries in North America, EMEA, LATAM & Caribbean regions.• Streamlined departmental processes as an Account Manager, successfully implementing automation for emails and critical document workflows, enhancing operational efficiency.• Manage a portfolio of 140+ accounts totaling $6.1m annual recurring revenue (ARR) with enterprise customers. Previously managed 230+ commercial accounts totaling $12.7m, 400+ public sector accounts totaling $13.5m, 680+ micro-accounts totaling $3.7m, and $70.4M across 140+ enterprise-commercial accounts.• Developed individual team members via 1:1s, call coaching, role-playing and feedback, and sales methodologies.• Present weekly-monthly sales forecasts and quarterly QBRs; boosted sales revenue by 35% quarterly through upselling and multi-year contracts.• Manage cross-functional communication with stakeholders, end-users, channel partners, and distributors 120 days in advance. Increased communication with internal finance, legal, and account teams to mitigate risk and increase revenue during the sales cycle.• Developed new engagement models connecting Field, CSMs, and Renewals with a focus on retention, expansion, adoption, usage, territory alignment, and channel management.

Education

• Palm Beach State College

  Associate of Arts - AA

• Florida Atlantic University

  Bachelor of Business Administration - BBA