[Hiring] Corporate Account Manager @IGEL

Role Description

The Corporate Account Manager (CAM) will be a highly motivated individual responsible for selling IGEL products and services within the mid-market customer segment with the expectation to achieve Key Performance Indicator (KPIs) and sales targets. This is a territory-based position where leveraging cross-functional teams including Marketing, Engineering, other support organizations and channel partner community to help grow existing customers, acquisition of new customers and manage key requirements related to a high-performance sales organization.

Tasks and Responsibilities

• Customer size: 1,000 – 10,000 employees
• 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.
• Contribute on committee and events.
• 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.
• Become the primary contact person within your corporate accounts while working closely with your colleagues, Account Managers (AM), Sales Development Representatives (SDRs), Channel Managers and Sales Engineers.
• Establish relationships with key channel partners and our IGEL Ready partners to create pipeline and collaborate on existing opportunities.
• 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.
• Territory plan reviews, weekly forecasting reviews, and quarterly sales reviews with the executive team.

Qualifications

• Moderate skills with high level of proficiency. May consult with senior peers on general projects.
• Works under general supervision. Latitude for independent judgment.
• Minimum of four to five years of experience in selling software to corporate/mid-market customers.
• Strong track record in penetrating / closing new accounts, planning and managing territory resources, leveraging channel partners and exceeding revenue goals.
• Proven history of sales overachievement; the ability to close complex software and services transactions; high-level cross-company and partner engagement skills.
• Excellent organization and collaboration skills and a passion for developing world-class best practices within the virtual team.
• Excellent communication skills and strong presentation skills.
• Demonstrated ability to meet and exceed bookings and revenue targets consistently year over year.
• 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 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.

Company Description