[Hiring] Commercial Account Manager @IGEL

Role Description

The Commercial Account Manager (CAM) is responsible for driving growth within a defined territory across both existing customers and whitespace accounts, with a primary focus on new customer logo acquisition. This is a field-oriented, business development role for a highly motivated hunter and relationship builder who is experienced in:

• Prospecting
• Building pipeline
• Expanding to new use-cases
• Developing executive and technical relationships across IT infrastructure, security, end user computing, and adjacent technology areas

The CAM is expected to leverage personal relationships, channel partner relationships, local market knowledge, events, and cross-functional IGEL resources to create and close new opportunities while also expanding selected existing customer relationships. Success in this role requires:

• A strong presence in the field
• Consistent prospecting activity
• Disciplined territory management
• The ability to build a sustainable pipeline and exceed sales targets

Requirements

• Drive new logo acquisition within the assigned territory through a combination of self-generated prospecting, channel-led prospecting, events, networking, and coordinated outbound activity
• Build and maintain a healthy pipeline using MEDDPICC as the framework for qualification, deal development, risk identification, and progression
• Develop strong relationships across target accounts and expand engagement wider and deeper into new lines of business, technical teams, and executive stakeholders
• Create and deliver compelling executive-level presentations, business cases, and recommendations, demonstrating strong executive presence and the ability to communicate value to both technical and business audiences
• Build and leverage strong relationships with channel partners to gain access to target accounts, create pipeline, and advance opportunities
• Effectively orchestrate internal resources, including SDRs, Channel Managers, Sales Engineers, and Customer Success, as an extension of the territory strategy and account plan
• Take ownership of territory development and opportunity creation with a high-energy, go-getter mentality, proactively identifying opportunities and driving actions without waiting for leads or direction
• Develop strategic account and territory plans that identify whitespace, priority accounts, partner relationships, key stakeholders, and new business opportunities
• Maintain regular field presence with prospects, customers, and partners, including customer meetings, partner meetings, industry events, and local market activities
• Manage opportunities from initial engagement through close, including discovery, qualification, executive alignment, technical validation, commercial strategy, and next-step discipline
• Maintain accurate and timely pipeline, forecast, activity, and account information in Microsoft Dynamics
• Consistently meet or exceed monthly, quarterly, and annual sales targets