Enterprise Relationship Manager (ERM) Mid Atlantic

THE ROLE:

The Enterprise Relationship Manager (ERM) will be a highly motivated individual responsible for managing corporate and enterprise accounts in order to achieve and exceed sales targets. This position will be responsible for the management and growth of accounts, developing C-level relationships, selling deep and wide, and key requirements related to a high-performance sales organization. 

Territory: Mid Atlantic  

TASKS AND RESPONSIBILITIES:

• Effectively deliver the IGEL value proposition, demonstrating an understanding of the solution and individual products
• Manage customer expectations and contribute to a high level of customer satisfaction
• Use forecasting and pipeline management to manage sales growth
• Meet monthly, quarterly and annual sales targets
• Use our Microsoft CRM application to develop and utilize professional account management and follow-up procedures.
• Attend local marketing events as appropriate
• Become the primary contact person within your accounts while working closely with your colleagues, Inside Sales Representatives, Channel Managers and Sales Engineers
• Develop a sustained pipeline of accounts by actively prospecting via networking, marketing lead follow-up, and personal relationships to independently close contracts
• Appropriately engage management and subject-matter experts in the sales cycle
• Present territory plan reviews, weekly forecasting reviews, and quarterly sales reviews to the executive team
• Building and maintaining strong business relationships with senior level executives

EXPERIENCE AND QUALIFICATIONS:

• Strong track record in penetrating / closing new accounts, planning and managing territory resources, leveraging channel partners and exceeding revenue goals
• Director level or higher relationships with multiple fortune 500 companies required 
• Proven history of sales overachievement; a demonstrated rolodex of multiple levels of contacts in regional accounts; the ability to close complex software and services transactions; high-level cross-company and partner engagement skills
• Demonstrated ability to identify, qualify and close 6-7 figure sales opportunities
• Excellent organization and collaboration skills and a passion for developing world class best practices, within the virtual team and in the region
• Must be a strategic thinker and have proven excellence in Strategic Account planning and delivery.
• Excellent communication skills and strong presentation skills
• Demonstrated ability to meet and exceed bookings and revenue targets consistently year over year
• Good reputation in the region
• Ability to follow through and meet deadlines
• Excellent balance of strategic and tactical skills
• This role will require someone who is comfortable working in a small, expanding company, and must possess a desire to be entrepreneurial and adaptable to a changing, growing environment
• Experience selling emerging technologies over an extended sales cycle competing against the status quo or against incumbents
• Excels at finding and closing new business while also expanding existing relationships and has strong problem solving and consultative sales skills
• Highly motivated and capable of working independently

• MUST have 10+ years of experience in the Field selling software or hardware to Enterprise/Global customers.
• Must be Channel Friendly. IGEL is 100% Channel
• Must be a hunter. This is not a farming role
• Must demonstrate a track record of success resulting from following a repeatable process. 
• Must be willing and able to work in a fast-paced environment

WE OFFER:

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 15-20 days of PTO per year (Starting Jan 1st 2025, 18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
• Sick time of 10 days per year, with rollover of unused days
• 401(k) plan with 100% company match, up to $5,000 per year (Starting Jan 1st 2025, employer match of $15,000)
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities to advance your career
• President’s Club for the highest performing salespeople and overachievers
• An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
• A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!

IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.

Additional information
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