The ROLE The Enterprise Relationship Manager (ERM) (m/f/d) will be a highly motivated individual responsible for managing a targeted number of large, FinServ named accounts in order to achieve and exceed sales targets. This position will be responsible for the management and growth of specific named accounts, developing C-level relationships, selling deep and wide, and key requirements related to a high-performance sales organization.
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 quarterly and annual sales targets.
- Use our Microsoft CRM application to develop and utilize professional account management and follow-up procedures.
- Work with IGEL’s marketing organization on account-based marketing campaigns in order to penetrate enterprise and global organizations.
- Become the primary contact person within your enterprise accounts while working closely with your colleagues, Inside Sales Representatives, Channel Managers and Sales Engineers.
- Develop a sustained pipeline of opportunities within your named accounts and own the opportunity from inception through close.
- 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.
- Building and maintaining strong business relationships with senior and C-level executives within your named accounts.
EXPERIENCE AND QUALIFICATIONS
- Strong track record in penetrating / closing enterprise/global accounts, planning and managing company resources, leveraging channel partners where applicable and exceeding revenue goals.
- Proven history of sales overachievement; a demonstrated rolodex of multiple levels of contacts in enterprise/global accounts; the ability to close large, complex software and services transactions; high-level cross-company and partner engagement skills.
- Demonstrated ability to identify, qualify and close 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.
- Excel at finding and closing new business while also expanding existing relationships, and have strong problem solving and consultative sales skills.
- Highly motivated and capable of working independently.
- Demonstrated complex enterprise software sales experience into multiple levels of an IT organization.
REQUIREMENTS
- Must have 10+ years of experience in the Field selling software or hardware to Enterprise/Global customers.
- Must have FinServ experience
- 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.
- Must be willing to travel at least 50%.
- Strong English language skills – in speaking, writing and presenting
- Required to attend the Reading office at least once a week with the rest of the team
Interested? Apply now via our online applicant portal!
If you have any questions about the position or application process, our Talent Acquisition Team is happy to assist.
Matt Krajnik
IGEL Technology GmbH
Green Park, 100 Longwater Avenue
Reading, Berkshire
RG2 6GP, United Kingdom
(+44) 07939236699
Please note that we are unable to hire applicants residing in countries outside our legal entity countries. Please note that IGEL does not currently have a sponsorship license and is regrettably unable to offer sponsorship. We celebrate tolerance and diversity, and we are committed to building teams that represent a variety of backgrounds, skills and perspectives. 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.
