Enterprise Relationship Manager

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

 
Interested? Apply now via our online applicant portal!

If you have any questions about the position or application process, our Talent Acquisition Team is happy to assist.
 
Matt Krajnik
[email protected]
IGEL Technology GmbH
 
Please note that we are unable to hire applicants residing in countries outside our legal entity countries. Please note that IGEL does not currently have a sponsorship license and is regrettably unable to offer sponsorship. 
We celebrate tolerance and diversity, and we are committed to building teams that represent a variety of backgrounds, skills and perspectives. IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.