Enterprise Relationship Manager

Job Description

LOCATION

Madrid, Spain

THE ROLE

The Enterprise Relationship Manager (ERM) (m/f/d) will be a highly motivated individual responsible for managing the country of Spain to achieve and exceed sales targets. This position will be responsible for the management and growth of complete territory developing C-level relationships, selling deep and wide, and key requirements related to a high-performance sales organization. He will be first real foot in the street and requires a great deal of relationships both with customers and partners, and knowhow how to develop a territory.

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 in Spain while working closely with your colleagues, Inside Sales Representatives, Channel Managers and Sales Engineers.
• Develop a sustained pipeline of opportunities within Spain and own the opportunity from inception through close.
• Appropriately engage management and subject-matter experts in the sales cycle.
• 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

• Strong track record in penetrating a country, planning and managing company resources, leveraging channel partners where applicable and exceeding revenue goals.
• Proven history of sales overachievement; a demonstrated rolodex of multiple levels of contacts in enterprise accounts; 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.
• 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.
• Excel at finding and closing new business while also expanding existing relationships, and have strong problem solving and consultative sales skills.
• Highly motivated and capable of working independently.
• Demonstrated complex enterprise software sales experience into multiple levels of an IT organization.
• There is already a good business in Spain, with sales resources covering the country. The individual will therefore not start from zero and can develop along with a channel In place and a colleague based abroad.
• Experience with turbo-charging the business and accelerating from a good base of customers and selected partners

REQUIREMENTS

• Must have 10+ years of experience in the Field selling software or hardware to Enterprise/Global customers.
• Must have a strong experience of developing Italy,
• 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.
• Must be willing to travel at least 50%.
• Strong English language skills - in speaking, writing and presenting
• Experience developing a first high-growth engine in Spain.
• First foot in the street, but ability to make the team grow and take over more responsibilities forward

Matt Krajnik

matt.krajnik@igel.com

IGEL Technology GmbH

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