Enterprise Relationship Manager BC & DR, West

IGEL Technology•,

1d•Remote

About The Position

The Enterprise Relationship Manager (ERM) manages a targeted portfolio of named enterprise accounts with more than 5,000 employees, with responsibility for achieving and exceeding sales targets. The role focuses on growing assigned accounts, developing C-level relationships, selling across enterprise organizations, and expanding customer adoption of IGEL solutions and complementary enterprise technology services. The ERM identifies customer challenges and develops strategic solutions involving data resiliency, disaster recovery, business continuity, and enterprise IT infrastructure. The role positions technology and professional services that help protect critical operations, minimize downtime, improve recovery capabilities, and maintain business continuity during planned and unplanned disruptions. The ERM works with technical teams, solution architects, channel partners, service delivery organizations, and internal sales colleagues to develop comprehensive customer solutions. This position is remote in the United States. IGEL describes flexible working times and offers benefits including health coverage, paid holidays and leave, retirement matching, a home office allowance, disability and life insurance, wellbeing resources, and training and development opportunities.

Requirements

10 or more years of field sales experience selling software, hardware, and/or technology services to enterprise or global customers.
Must be channel-friendly; IGEL is 100% channel.
Demonstrated success following a repeatable sales process.
Strong record of penetrating and closing new accounts, planning and managing territory resources, leveraging channel partners, and exceeding revenue goals.
Proven sales overachievement and a demonstrated network of contacts at multiple levels in regional accounts.
Ability to close complex software and services transactions and engage effectively across companies and with partners.
Demonstrated ability to identify, qualify, and close six- to seven-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 on enterprise risk management, infrastructure modernization, and business continuity initiatives.
Ability to identify customer gaps and business risks related to downtime, data loss, infrastructure disruptions, and recovery preparedness, and translate them into technology and services opportunities.

Responsibilities

Manage and grow a portfolio of named enterprise accounts and achieve or exceed sales targets.
Develop C-level relationships and sell across enterprise organizations.
Identify opportunities to expand customer adoption of IGEL solutions and complementary enterprise technology services.
Deliver the IGEL value proposition and demonstrate an understanding of the solutions and individual products.
Manage customer expectations and contribute to high customer satisfaction.
Use forecasting and pipeline management to manage sales growth.
Meet monthly, quarterly, and annual sales targets.
Use Microsoft CRM for professional account management and follow-up procedures.
Attend local marketing events as appropriate.
Serve as the primary contact for enterprise accounts while collaborating with colleagues, Inside Sales Representatives, Channel Managers, and Sales Engineers.
Build a sustained account pipeline through prospecting, networking, marketing lead follow-up, and personal relationships, and independently close contracts.
Engage management and subject-matter experts appropriately in the sales cycle.
Present territory plan reviews, weekly forecasting reviews, and quarterly sales reviews to the executive team.
Build and maintain 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 leaders to understand business risks, infrastructure challenges, disaster recovery requirements, and operational continuity objectives.
Position and sell professional services and technology solutions supporting business continuity, data protection, disaster recovery planning, and infrastructure resiliency.
Identify opportunities to reduce operational risk and downtime, improve recovery capabilities, and maintain business operations during disruptions.
Develop strategic account plans incorporating 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 customer solutions.
Expand enterprise relationships by identifying opportunities across infrastructure, end-user computing, security, resiliency, and professional services.

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, increasing with 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 high-performing salespeople and overachievers.