The Commercial Account Manager (CAM) is responsible for driving growth within a defined territory across both existing customers and whitespace accounts, with a primary focus on new customer logo acquisition.
This is a field-oriented, business development role for a highly motivated hunter and relationship builder who is experienced in prospecting, building pipeline, expanding to new use-cases, and developing executive and technical relationships across IT infrastructure, security, end user computing, and adjacent technology areas.
The CAM is expected to leverage personal relationships, channel partner relationships, local market knowledge, events, and cross-functional IGEL resources to create and close new opportunities while also expanding selected existing customer relationships.
Success in this role requires a strong presence in the field, consistent prospecting activity, disciplined territory management, and the ability to build a sustainable pipeline and exceed sales targets. 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.
TASK AND RESPONSIBILITIES
Drive new logo acquisition within the assigned territory through a combination of self-generated prospecting, channel-led prospecting, events, networking, and coordinated outbound activity.
Build and maintain a healthy pipeline using MEDDPICC as the framework for qualification, deal development, risk identification, and progression.
Develop strong relationships across target accounts and expand engagement wider and deeper into new lines of business, technical teams, and executive stakeholders.
Create and deliver compelling executive-level presentations, business cases, and recommendations, demonstrating strong executive presence and the ability to communicate value to both technical and business audiences.
Build and leverage strong relationships with channel partners to gain access to target accounts, create pipeline, and advance opportunities.
Effectively orchestrate internal resources, including SDRs, Channel Managers, Sales Engineers, and Customer Success, as an extension of the territory strategy and account plan.
Take ownership of territory development and opportunity creation with a high-energy, go-getter mentality, proactively identifying opportunities and driving actions without waiting for leads or direction.
Develop strategic account and territory plans that identify whitespace, priority accounts, partner relationships, key stakeholders, and new business opportunities.
Maintain regular field presence with prospects, customers, and partners, including customer meetings, partner meetings, industry events, and local market activities.
Manage opportunities from initial engagement through close, including discovery, qualification, executive alignment, technical validation, commercial strategy, and next-step discipline.
Maintain accurate and timely pipeline, forecast, activity, and account information in Microsoft Dynamics.
Consistently meet or exceed monthly, quarterly, and annual sales targets.
WE OFFER
Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
11 company-paid holidays per year
18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
Sick time of 10 days per year, with rollover of unused days up to maximum limit
401(k) plan with 100% company match, up to $15,000 per year
Paid maternity and paternity leave
Monthly home office allowance
Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
Employee Assistance Program (EAP) and Financial Wellness tool
Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
Wellbeing apps, including Rightway, Headspace and Wellhub
Training and development opportunities to advance your career
President’s Club for the highest performing salespeople and overachievers
An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!
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.
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