Enterprise Relationship Manager (m/f/d) - Germany, Remote

LOCATION: Germany, remote THE ROLE: The Enterprise Relationship Manager (ERM) (m/f/d) is a senior, strategic sales role responsible for driving growth within a defined set of large, named enterprise customers in Germany. This role is focused on long-term account development, complex deal execution, and trusted-advisor relationships at executive level. You will own the full customer lifecycle within your accounts from initial land motions to deep expansion across business units and use cases, positioning IGEL as a strategic platform rather than a point solution. Success in this role requires a strong understanding of enterprise IT environments, the ability to navigate multi-stakeholder decision processes, and proven experience closing large, complex software transactions. TASKS AND RESPONSIBILITIES: Strategic Account Ownership & Growth • Own and execute strategic account plans for a defined portfolio of large German enterprise customers, with clear objectives for land, expand, and long-term revenue growth. • Drive new customer acquisition as well as expansion within existing enterprise accounts, selling “deep and wide” across departments, regions, and use cases. • Build and maintain a robust, multi-year pipeline within your named accounts, owning opportunities end-to-end from qualification through contract close. Enterprise Solution Selling • Position IGEL’s value proposition in the context of the customer’s broader business, security, and digital workplace strategy, not just technical requirements. • Execute a consultative, value-based sales approach, aligning IGEL solutions to customer outcomes such as security, operational efficiency, cost optimization, and compliance. • Lead and manage complex enterprise sales cycles, including RFPs, framework agreements, and negotiations with procurement, legal, and IT leadership. Executive & Stakeholder Engagement • Establish yourself as a trusted advisor to senior decision-makers, including CIOs, CISOs, CTOs, Heads of Workplace, and Procurement leadership. • Build and sustain strong C-level and senior stakeholder relationships within your accounts, navigating enterprise politics and consensus-driven decision-making. • Orchestrate executive sponsorship and alignment across IGEL leadership where required to advance strategic opportunities. Cross-Functional & Ecosystem Collaboration • Lead virtual account teams, working closely with Sales Engineers, Inside Sales, Channel Managers, Marketing, and Customer Success. • Partner effectively with system integrators, resellers, and strategic partners to penetrate large enterprise environments and execute joint go-to-market plans. • Collaborate with Marketing on account-based marketing (ABM) initiatives tailored to enterprise and global organizations. Forecasting, Governance & Sales Excellence • Maintain accurate forecasting and pipeline hygiene using Microsoft CRM, ensuring transparency and predictability. • Participate in weekly forecast calls, territory reviews, and quarterly business reviews with senior sales leadership. • Apply structured sales methodologies and disciplined qualification to focus effort on high-value, high-probability opportunities. EXPERIENCE AND QUALIFICATIONS: Required • 7–10+ years of enterprise software sales experience, with a strong focus on large German enterprise or global accounts. • Proven track record of closing large, complex, multi-stakeholder deals (including high six-figure and seven-figure transactions). • Demonstrated success in strategic account planning, long-term account development, and exceeding revenue targets. • Strong experience selling into complex IT environments, ideally involving infrastructure, security, digital workplace, or platform technologies. • Ability to operate confidently at executive level, combining commercial acumen with the credibility to engage on strategic and technical topics. • Excellent communication, negotiation, and presentation skills. • Fluent German and English (written and spoken). Interested? Apply now via our online applicant portal! If you have any questions about the position or application process, our People team is happy to assist. Matt Krajnik IGEL Technology GmbH Please note that we are unable to hire applicants residing in countries outside our legal entitites' 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.