Enterprise Relationship Manager BC & DR, East

IGEL Technology•,

4d•Remote

About The Position

The Enterprise Relationship Manager (ERM) manages a targeted portfolio of large, named enterprise accounts with more than 5,000 employees to achieve and exceed sales targets. The role is responsible for managing and growing named accounts, developing C-level relationships, selling broadly across enterprise organizations, and expanding adoption of IGEL solutions and complementary enterprise technology services. The successful candidate sells enterprise software, hardware, and professional services, with knowledge of data resiliency, disaster recovery, business continuity, and enterprise IT infrastructure. The ERM identifies customer challenges and develops strategic solutions that help protect critical business operations, minimize downtime, and maintain operational continuity. The role works closely with colleagues, inside sales representatives, channel managers, sales engineers, technical teams, solution architects, channel partners, and service delivery organizations.

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 track record of penetrating and closing new accounts, planning and managing territory resources, leveraging channel partners, and exceeding revenue goals.
History of sales overachievement and multiple levels of contacts in regional accounts.
Ability to close complex software and services transactions and demonstrate high-level cross-company and partner engagement skills.
Demonstrated ability to identify, qualify, and close 6- to 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 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

Deliver the IGEL value proposition and demonstrate understanding of the solution and its products.
Manage customer expectations and contribute to a high level of customer satisfaction.
Use forecasting and pipeline management to manage sales growth and meet monthly, quarterly, and annual sales targets.
Use Microsoft CRM to develop and follow professional account-management and follow-up procedures.
Attend local marketing events as appropriate.
Serve as the primary contact for enterprise accounts and work closely with colleagues, inside sales representatives, channel managers, and sales engineers.
Build a sustained pipeline by prospecting through networking, marketing lead follow-up, and personal relationships, and independently close contracts.
Engage management and subject-matter experts appropriately during 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 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, depending 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, long-term disability, 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.
A workplace culture based on trust, empowerment, and feedback.