Commercial Account Manager

IGEL Technology•,

10d•Remote

About The Position

The Commercial Account Manager (CAM) drives growth within a defined territory across existing customers and whitespace accounts, with a primary focus on acquiring new customer logos. This field-oriented business development role calls for a motivated hunter and relationship builder who can prospect, build pipeline, expand into new use cases, and develop executive and technical relationships across IT infrastructure, security, end-user computing, and related technology areas. The CAM uses personal and channel-partner relationships, local market knowledge, events, and internal resources to create and close opportunities while also expanding selected existing customer relationships. Success requires a strong field presence, consistent prospecting, disciplined territory management, and the ability to build sustainable pipeline and exceed sales targets. The CAM manages opportunities from initial engagement through close and coordinates internal and partner resources to advance territory and account plans.

Requirements

Three years of experience selling software to commercial or mid-market customers.
Must be channel-friendly; IGEL is 100% channel.
Must be a hunter; this is not a farming role.
Demonstrated track record of success from following a repeatable process.
Willingness and ability to work in a fast-paced environment.
Strong track record of penetrating and closing new accounts, planning and managing territory resources, leveraging channel partners, and exceeding revenue goals.
Proven sales overachievement and ability to close complex software and services transactions.
Strong cross-company and partner engagement skills.
Excellent organization, collaboration, communication, and presentation skills.
Ability to meet and exceed bookings and revenue targets consistently year over year.
Ability to follow through and meet deadlines.
Balance of strategic and tactical skills.
Comfort working in a small, expanding company and an entrepreneurial, adaptable approach to a changing environment.
Experience selling emerging technologies over extended sales cycles while competing against the status quo or incumbents.
Strong new-business development, ability to expand existing relationships, problem-solving skills, and consultative sales skills.
Highly motivated and capable of working independently.

Responsibilities

Drive new-logo acquisition in the assigned territory through self-generated and channel-led prospecting, events, networking, and coordinated outbound activity.
Build and maintain a healthy pipeline using MEDDPICC for qualification, deal development, risk identification, and progression.
Develop relationships across target accounts and expand engagement into new lines of business, technical teams, and executive stakeholders.
Create and deliver executive-level presentations, business cases, and recommendations to technical and business audiences.
Build and leverage channel-partner relationships to access target accounts, create pipeline, and advance opportunities.
Orchestrate internal resources, including SDRs, Channel Managers, Sales Engineers, and Customer Success, in support of territory strategy and account plans.
Take ownership of territory development and opportunity creation, proactively identifying opportunities and driving actions.
Develop strategic account and territory plans covering whitespace, priority accounts, partner relationships, key stakeholders, and new-business opportunities.
Maintain regular field presence with prospects, customers, and partners through meetings, industry events, and local market activities.
Manage opportunities from initial engagement through close, including discovery, qualification, executive alignment, technical validation, commercial strategy, and disciplined next steps.
Maintain accurate and timely pipeline, forecast, activity, and account information in Microsoft Dynamics.
Consistently meet or exceed monthly, quarterly, and annual sales targets.

Benefits

Health, dental, vision, and prescription benefits, with employee premiums covered by IGEL.
11 company-paid holidays per year.
18–22 days of PTO per year, based on tenure.
10 days of sick time per year, with rollover of unused days up to a 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.
Employee Assistance Program and financial wellness tool.
Company-paid life insurance and long-term and short-term disability coverage.
Wellbeing apps, including Rightway, Headspace, and Wellhub.
Training and development opportunities.
President’s Club for highest-performing salespeople and overachievers.
A workplace culture based on trust, empowerment, and feedback.