Commercial Account Manager (CAM)

Description

Position: Commercial Account Manager (CAM)
Location:   Remote – West

THE ROLE:
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.    

TASKS AND RESPONSABILITIES:

• 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.
• Estimated 25-50% travel to customers, partners and other events 

 
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; 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. 

 WE OFFER: