Enterprise Relationship Manager BC & DR, East

Position: Enterprise Relationship Manager BC&DR, East Location: US-Remote

THE ROLE:

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.

This position will be responsible for the management and growth of specific named accounts, developing C-level relationships, selling deep and wide across enterprise organizations, and identifying opportunities to expand customer adoption of IGEL solutions and complementary enterprise technology services. The ideal candidate will have experience selling enterprise software, hardware, and professional services, with a strong understanding of data resiliency, disaster recovery (DR), business continuity, and enterprise IT infrastructure solutions. This individual will identify customer challenges, develop strategic solutions, and position technology and services that help organizations protect critical business operations, minimize downtime, and maintain operational continuity

EXPERIENCE AND QUALIFICATIONS

• Must have 10+ years of experience in field sales selling software, hardware, and/or technology services to Enterprise/Global customers.
• Must be Channel Friendly. IGEL is 100% Channel.
• Must demonstrate a track record of success resulting from following a repeatable sales process.
• Strong track record in penetrating and closing new accounts, planning and managing territory resources, leveraging channel partners, and exceeding revenue goals.
• 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; and high-level cross-company and partner engagement skills.
• Demonstrated ability to identify, qualify, and close 6-7 figure sales opportunities.
• Experience selling or positioning data resiliency, disaster recovery, business continuity, backup and recovery, or enterprise infrastructure services and solutions.
• Understanding of enterprise IT infrastructure, business continuity strategies, disaster recovery planning, data protection, and operational resiliency requirements.
• Experience engaging CIOs, CTOs, CISOs, and other senior IT executives around enterprise risk management, infrastructure modernization, and business continuity initiatives.
• Ability to identify customer gaps and business risks associated with downtime, data loss, infrastructure disruptions, and recovery preparedness, and translate those challenges into technology and services opportunities.

TASK 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 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.

WE OFFER

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 18-22 days of PTO per year (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 up to maximum limit
• 401(k) plan with 100% company match, up to $15,000 per year
• 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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