Enterprise Relationship Manager (ERM) Mid Atlantic

Enterprise Relationship Manager (ERM) Mid Atlantic

Job Overview

The Enterprise Relationship Manager (ERM) will be a highly motivated individual responsible for managing corporate and enterprise accounts to achieve and exceed sales targets. This position will be responsible for the management and growth of accounts, developing C-level relationships, selling deep and wide, and fulfilling key requirements related to a high-performance sales organization.

Key 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 the company's 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 accounts while working closely with 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
• Build and maintain strong business relationships with senior-level executives

Required Qualifications

• Education: Not specified
• Experience: Minimum 10 years of experience in the field selling software or hardware to Enterprise/Global customers
• Skills:
  • Strong track record in penetrating and closing new accounts
  • Proven history of sales overachievement
  • Demonstrated ability to identify, qualify, and close 6-7 figure sales opportunities
  • Excellent organization and collaboration skills
  • Strategic thinking and proven excellence in Strategic Account planning and delivery
  • Excellent communication and presentation skills
  • Ability to meet and exceed bookings and revenue targets consistently
  • Good reputation in the region
  • Ability to follow through and meet deadlines
  • Strong problem-solving and consultative sales skills
  • Ability to work independently in a fast-paced, changing environment

Compensation & Benefits

Salary Range: Not specified

Benefits:

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 15-20 days of PTO per year (starting at 18 days in year 1, 20 days in year 2, and 22 days after 5 years of service)
• 10 days of sick time per year, with rollover of unused days
• 401(k) plan with 100% company match, up to $5,000 per year (starting at $15,000 match in 2025)
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times
• Employee Assistance Program (EAP) 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
• Positive, inspiring working atmosphere

Industry Comparison: The compensation and benefits package offered by IGEL Technology appears to be competitive for a mid-level Enterprise Relationship Manager role in the technology industry, with a focus on work-life balance and employee wellbeing.

Company Context

Industry Position: IGEL Technology is a provider of intelligent edge software for the secure delivery of any digital workspace. The company operates in the growing virtualization and cloud computing industry.

Company Size: Not specified

Company Stage: Expanding, based on the description of a "small, expanding company" and the need for an "entrepreneurial and adaptable" employee.

Role Analysis

Career Level: Mid-level, based on the required 10+ years of experience and the need for "Director level or higher relationships" with enterprise customers.

Reporting Structure: The ERM will work closely with colleagues, Inside Sales Representatives, Channel Managers, and Sales Engineers, suggesting a collaborative sales team structure.

Team Size/Composition: Not specified, but likely a small, growing sales team given the company context.

Growth Opportunities: The role offers opportunities for career advancement, as indicated by the "President's Club for the highest performing salespeople and overachievers." Additionally, the company's expansion suggests potential for growth within the organization.

Work Environment

Office Type: Remote work, with flexible working times and a monthly home office allowance.

Geographic Context: The Mid Atlantic region, which includes states such as Pennsylvania, New Jersey, Maryland, and Delaware. This region is known for its strong presence in the technology and software industries.

Work Schedule: Not explicitly stated, but likely a standard full-time schedule with some flexibility.

Regional Considerations: The Mid Atlantic region offers a diverse and well-educated talent pool, as well as access to major metropolitan areas and transportation hubs.

Interview & Application Insights

Typical Process: The interview process for this role is likely to include an initial phone/video screening, followed by a series of in-depth interviews with the hiring manager, sales team members, and potentially executives. The process may also include skills assessments or role-playing exercises to evaluate the candidate's abilities.

Key Assessment Areas: Employers will likely focus on evaluating the candidate's track record of sales overachievement, ability to develop and maintain enterprise-level relationships, strategic account planning and execution skills, and fit with the company's culture and growth mindset.

Application Tips: To stand out, applicants should highlight their proven success in closing complex enterprise-level deals, their experience working with C-suite executives, and their passion for consultative selling and driving business impact. Emphasizing adaptability, entrepreneurial spirit, and a results-oriented mindset will also be important.

ATS Keywords: Some key terms to include in resumes and applications: "enterprise relationship management," "strategic account planning," "complex sales," "C-level relationships," "sales overachievement," "pipeline management," "forecasting," and "revenue growth."

Tools & Technologies

Based on the job description, the Enterprise Relationship Manager will be expected to use the company's Microsoft CRM application for account management and follow-up. Additional industry-standard tools and technologies may include sales productivity platforms, presentation software, and data analysis/visualization tools.

Cultural Fit Considerations

Company Values: The job description suggests that IGEL Technology values a collaborative, entrepreneurial, and adaptable work environment, with a focus on employee empowerment, feedback, and a positive working atmosphere.

Work Style: The role requires a self-motivated, independent, and results-driven individual who can thrive in a fast-paced, changing environment. Strong organizational and communication skills are also important for effectively managing multiple enterprise accounts.

Self-Assessment: Potential applicants should consider whether they enjoy the challenge of developing and closing complex enterprise deals, working autonomously to drive sales growth, and contributing to the strategic direction of the business. They should also assess their ability to adapt to a rapidly evolving company and industry.

Potential Challenges

The Enterprise Relationship Manager role may present the following potential challenges:

• Maintaining a high level of productivity and sales performance to consistently meet aggressive targets
• Effectively managing a diverse portfolio of enterprise-level accounts with varying needs and priorities
• Navigating complex decision-making processes and building relationships with multiple stakeholders within large organizations
• Adapting to a changing, growing environment and contributing to the development of evolving sales strategies and best practices

Similar Roles Comparison

The Enterprise Relationship Manager role is similar to other senior-level sales positions focused on account management and growth within the enterprise software/technology industry, such as Strategic Account Manager, Enterprise Account Executive, or Key Account Manager. These roles typically require extensive experience in complex B2B sales, a proven track record of overachievement, and the ability to develop and maintain executive-level relationships.

Sample Projects

Potential projects and tasks that an Enterprise Relationship Manager at IGEL Technology may be responsible for include:

• Developing and executing strategic account plans to drive revenue growth within key enterprise clients
• Conducting in-depth business and competitive analysis to identify new opportunities and expand the company's footprint within existing accounts
• Collaborating with cross-functional teams (e.g., sales engineering, marketing, product) to deliver tailored solutions that address the unique needs of enterprise customers
• Organizing and facilitating executive-level briefings and presentations to showcase the value of IGEL's offerings and secure new business
• Monitoring and analyzing sales pipeline and forecasting data to optimize resource allocation and achieve quarterly and annual targets
• Identifying and recruiting strategic channel partners to expand the company's reach and generate new revenue streams

Key Questions to Ask During Interview

1. Can you provide more details about the company's growth strategy and how this role fits into the overall sales organization?
2. What are the key metrics and KPIs used to measure the success of the Enterprise Relationship Manager position?
3. How does the company support the professional development and career advancement of its sales employees?
4. Can you describe the typical sales cycle and decision-making process for enterprise-level customers in this industry?
5. What are the most significant challenges faced by the current Enterprise Relationship Manager, and how would you expect me to address them?
6. How does the company's culture and values align with my own professional goals and work style preferences?

⚠️ This enhanced job description was AI-generated based on the original job listing. Information has been organized and supplemented with industry-standard insights where details were not provided. All assumptions are explicitly labeled. Applicants should verify all details directly with the employer before making decisions based on this content.

To pursue this opportunity effectively, applicants should tailor their resumes and cover letters to highlight their relevant experience in enterprise-level sales, with a focus on demonstrating their ability to develop C-suite relationships, execute strategic account plans, and consistently exceed revenue targets. Highlighting any prior experience in the virtualization or cloud computing industry would also be advantageous. Additionally, applicants should be prepared to discuss their entrepreneurial mindset, adaptability to change, and passion for consultative selling during the interview process.