Job Description
The Enterprise Relationship Manager (ERM) (m/f/d) will manage a targeted number of large FinServ named accounts to achieve and exceed sales targets. Responsibilities include managing and growing named accounts, developing C‑level relationships, selling deep and wide across the organization, and meeting a high‑performance sales culture.
Responsibilities
* Effectively deliver the IGEL value proposition, demonstrating 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 drive sales growth.
* Meet quarterly and annual sales targets.
* Use Microsoft CRM to develop and utilize professional account‑management procedures.
* Work with IGEL’s marketing organization on account‑based campaigns to penetrate enterprise and global organizations.
* Serve as the primary contact within enterprise accounts, coordinating with Inside Sales Representatives, Channel Managers, and Sales Engineers.
* Build and maintain a sustained pipeline of opportunities within named accounts and own the opportunity from inception through close.
* Engage management and subject‑matter experts appropriately throughout the sales cycle.
* Conduct territory plan reviews, weekly forecasting reviews, and quarterly sales reviews with the executive team.
* Build and maintain strong business relationships with senior and C‑level executives within named accounts.
Qualifications
* Strong track record in penetrating/closing enterprise/global accounts, planning and managing resources, leveraging channel partners, and exceeding revenue goals.
* Proven history of sales overachievement with a robust contact network in enterprise/global accounts; ability to close large, complex software and services transactions; high‑level cross‑company and partner engagement skills.
* Ability to identify, qualify, and close seven‑figure+ sales opportunities.
* Excellent organizational and collaboration skills and passion for developing best practices, both virtually and regionally.
* Strategic thinker with proven excellence in strategic account planning and delivery.
* Excellent communication and presentation skills.
* Consistently meets and exceeds bookings and revenue targets year‑over‑year.
* Reputable in the region.
* Ability to follow through and meet deadlines.
* Combines strategic and tactical skills effectively.
* Comfortable working in a small, expanding company; entrepreneurial mindset and adaptability to change.
* Experience selling emerging technologies over extended sales cycles, competing against incumbents.
* Excel at finding and closing new business while expanding existing relationships; strong problem‑solving and consultative sales skills.
* Highly motivated and capable of working independently.
* Complex enterprise software sales experience into multiple IT organization layers.
Requirements
* 10+ years of field experience selling software or hardware to enterprise/global customers.
* FinServ experience.
* Channel‑friendly; IGEL is 100% channel.
* Hunter mindset; not a farming role.
* Track record of success from a repeatable process.
* Willingness to work in a fast‑paced environment.
* Willingness to travel at least 50 %.
* Strong English language skills – speaking, writing, presenting.
* Required to attend the Reading office at least once a week, with the rest of the team.
EEO Statement
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. 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.
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