Commercial Account Manager

Commercial Account Manager

Work is now defined by what we do, not where we go. The widely distributed workforce is here to stay.

IGEL allows workers to thrive regardless of the environment while organizations retain complete management, control, and security of user endpoints. IGEL secures and simplifies digital workspaces in healthcare, finance, retail, higher education, government, and manufacturing organizations worldwide.

Location: Chicago metropolitan area

The Commercial Account Manager (CAM) will be a highly motivated individual responsible for selling IGEL products and services within the mid-market customer segment, with the expectation to achieve Key Performance Indicator (KPIs) and sales targets. This is a territory-based position leveraging cross-functional teams including marketing, engineering, other support organizations, and the channel partner community to help grow existing customers, acquire new customers, and manage critical requirements related to a high-performance sales organization.

Essential job functions:

• 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.
• Become the primary contact person within your commercial accounts while working closely with your colleagues, Sales Development Representatives (SDRs), Channel Managers, and Sales Engineers.
• Establish relationships with key channel partners and our IGEL Ready partners to create pipeline and collaborate on current opportunities.
• 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.
• Conduct territory plan reviews, weekly forecasting reviews, and quarterly sales reviews with the executive team.

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; the ability to close complex software and services transactions; high-level cross-company and partner engagement skills.
• Excellent organization and collaboration skills and a passion for developing world-class best practices within the virtual team.
• Excellent communication skills and strong presentation skills.
• Demonstrated ability to meet and exceed bookings and revenue targets consistently year over year.
• Ability to follow through and meet deadlines.
• Excellent balance of strategic and tactical skills.
• This role will require someone 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 incumbents.
• Excels at finding and closing new business while expanding existing relationships and has strong problem solving and consultative sales skills.
• Highly motivated and capable of working independently.

Requirements:

• Three years of experience in selling software to commercial/mid-market customers.
• 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.