Position: Commercial Account Manager

Location: US-Remote

THE ROLE:

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.

• 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.

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.

Benefits

• 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.

Additional information

Please click here to access the information according to art. 13 data protection regulation (DSGVO) for applicants.