LOCATION: NY Metro area
THE ROLE: The Enterprise Relationship Manager (ERM) will be a highly motivated individual responsible for managing a targeted number of large, named accounts in the Call Center/BPO space, with greater than 15,000 employees 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 monthly, quarterly and annual sales targets.
- Use our Microsoft CRM application to develop and utilize professional account management and follow-up procedures.
- Attend local marketing events as appropriate.
- 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 accounts by actively prospecting via networking, marketing lead follow-up, and personal relationships to independently close contracts.
- Appropriately engage management and subject-matter experts in the sales cycle.
- Present territory plan reviews, weekly forecasting reviews, and quarterly sales reviews to the executive team.
- Building and maintaining strong business relationships with senior level executives.
EXPERIENCE AND QUALIFICATIONS:- Strong track record in penetrating / closing new accounts, planning and managing territory resources, leveraging channel partners and exceeding revenue goals.
- Proven history of sales overachievement; a demonstrated rolodex of multiple levels of contacts in regional accounts; the ability to close complex software and services transactions; high-level cross-company and partner engagement skills.
- Demonstrated ability to identify, qualify and close 6-7 figure sales opportunities.
- 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.
- Demonstrated ability to meet and exceed bookings and revenue targets consistently year over year.
- Good reputation in the region.
- Ability to follow through and meet deadlines.
- Excellent balance of strategic and tactical skills.
- This role will require someone who is comfortable working in a small, expanding company, and must possess a desire to be entrepreneurial and adaptable to a changing, growing environment.
- Experience selling emerging technologies over an extended sales cycle competing against the status quo or against incumbents.
- Excels at finding and closing new business while also expanding existing relationships and has strong problem solving and consultative sales skills.
- Highly motivated and capable of working independently.
REQUIREMENTS:- MUST have 10+ years of experience in the Field selling software or hardware to Enterprise/Global customers with a Call Center/BPO Background.
- Must be Channel Friendly. IGEL is 100% Channel.
- Must be a hunter. This is not a farming role.
- Must demonstrate a track record of success resulting from following a repeatable process.
- Must be willing and able to work in a fast-paced environment
WE OFFER:- Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
- 11 company-paid holidays per year
- 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
- Sick time of 10 days per year, with rollover of unused days
- 401(k) plan with 100% company match
- Paid maternity and paternity leave
- Monthly home office allowance
- Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
- Employee Assistance Program (EAP) and Financial Wellness tool
- Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
- Wellbeing apps, including Rightway, Headspace and Wellhub
- Training and development opportunities to advance your career
- President's Club for the highest performing salespeople and overachievers
- An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
- A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!
