[Hiring] Enterprise Relationship Manager @IGEL

Role Description

The Enterprise Relationship Manager (ERM) will be a highly motivated individual responsible for managing a targeted number of large, named enterprise accounts with greater than 5,000 employees in order to achieve and exceed sales targets.

• Responsible for the management and growth of specific named accounts.
• Develop C-level relationships and sell deep and wide across enterprise organizations.
• Identify opportunities to expand customer adoption of IGEL solutions and complementary enterprise technology services.
• Experience selling enterprise software, hardware, and professional services.
• Strong understanding of data resiliency, disaster recovery (DR), business continuity, and enterprise IT infrastructure solutions.
• Identify customer challenges and develop strategic solutions.
• Position technology and services that help organizations protect critical business operations, minimize downtime, and maintain operational continuity.

Requirements

• 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 enterprise accounts while working closely with colleagues, Inside Sales Representatives, Channel Managers, and Sales Engineers.
• Develop a sustained pipeline of accounts by actively prospecting through 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.
• Build and maintain strong business relationships with senior-level executives.
• Identify and develop opportunities related to data resiliency, disaster recovery, business continuity, and enterprise infrastructure protection.
• Engage C-level executives, CIOs, CTOs, CISOs, and IT leadership to understand business risks, infrastructure challenges, disaster recovery requirements, and operational continuity objectives.
• Position and sell professional services and technology solutions that support business continuity, data protection, disaster recovery planning, and infrastructure resiliency.
• Identify opportunities to help enterprise customers reduce operational risk, minimize downtime, improve recovery capabilities, and maintain business operations during planned and unplanned disruptions.
• Develop strategic account plans that incorporate IGEL solutions and complementary data resiliency, disaster recovery, and business continuity services.
• Collaborate with technical teams, solution architects, channel partners, and service delivery organizations to develop comprehensive customer solutions.
• Expand existing enterprise relationships by identifying additional opportunities across infrastructure, end-user computing, security, resiliency, and professional services.