THE ROLE
:
The Enterprise Relationship Manager (ERM) (m/f/d) will be a highly motivated individual responsible for managing a targeted number of large, named accounts 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, and key requirements related to a high-performance sales organization.
TASKS 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 quarterly and annual sales targets
* Use our Microsoft CRM application to develop and utilize professional account management and follow-up procedures
* Work with IGEL’s marketing organization on account-based marketing campaigns in order to penetrate enterprise and global organizations
* Become the primary contact person within your enterprise accounts while working closely with your colleagues, Inside Sales Representatives, Channel Managers and Sales Engineers
* Develop a sustained pipeline of opportunities within your named accounts and own the opportunity from inception through close
* Territory plan reviews, weekly forecasting reviews, and quarterly sales reviews with the executive team
* Building and maintaining strong business relationships with senior and C-level executives within your named accounts
EXPERIENCE AND QUALIFICATIONS:
* A minimum of 7 years of experience in the Field selling software and/or solutions to Enterprise/Global customers
* Strong track record in penetrating / closing enterprise/global accounts, planning and managing company resources, leveraging channel partners where applicable and exceeding revenue goals
* Proven history of sales overachievement; the ability to close large, complex software and services transactions; high-level cross-company and partner engagement skills
* Demonstrated ability to identify, qualify and close 7 figure+ sales opportunities as well as being Channel friendly and a hunter
* Strong network within the segments Retail and/or Transport & Logistics and/or Hospitality and good reputation in the region
* Excellent organization and collaboration skills and a passion for developing world class best practices, within the virtual team and in the region
* Must be a strategic thinker and have proven excellence in Strategic Account planning and delivery
* Excellent communication skills and strong presentation skills
* Experience selling emerging technologies over an extended sales cycle competing against the status quo or against incumbents
* Excellent at finding and closing new business while also expanding existing relationships and have strong problem solving and consultative sales skills
* Fluent German and English language skills, both in written and verbal form