Enterprise Relationship Manager; Federal

Enterprise Relationship Manager (Federal)

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Position: Enterprise Relationship Manager (US Federal Government), North America

Location: Remote – DC Metro

The Enterprise Relationship Manager – US Federal Healthcare (ERM) will be a highly motivated individual responsible for managing VA (Veterans Affairs) and DHA (Defense Health Agency) to achieve and exceed sales targets. This position will manage account growth, develop C-level relationships, and sell deep and wide across a high-performance sales organization.

• Become the primary contact person within your federal enterprise accounts while working closely with Inside Sales Representatives, Channel Managers and Sales Engineers.
• Effectively deliver the IGEL value proposition, demonstrating an understanding of the solution and products.
• Manage customer expectations and contribute to a high level of customer satisfaction.
• Use forecasting and pipeline management to manage sales growth.
• Meet monthly, quarterly and annual sales targets.
• Use our Microsoft CRM application for professional account management and follow-up procedures.
• Attend local marketing events as appropriate.
• Develop a sustained pipeline of accounts by actively prospecting via networking, marketing lead follow-up, and personal relationships to independently close contracts.
• Appropriately engage management and subject‑matter experts in the sales cycle.
• Present territory plan reviews, weekly forecasting reviews, and quarterly sales reviews to the executive team.
• Build and maintain strong business relationships with senior‑level executives.

• Strong track record in penetrating/closing new accounts, planning and managing territory resources, leveraging channel partners and exceeding revenue goals.
• Proven history of sales over achievement; demonstrated contacts in Federal accounts and ability to close complex software and services transactions.
• Expertise in navigating government contract vehicles.
• Willing and able to solve potential deficiencies in IGEL’s ability to sell to the Federal Government.
• Demonstrated ability to identify, qualify and close 6‑7 figure sales opportunities.
• Excellent organization, collaboration skills and a passion for developing world‑class best practices.
• Strategic thinker with proven excellence in strategic account planning and delivery.
• Excellent communication and strong presentation skills.
• Consistently meet and exceed bookings and revenue targets year over year.
• Strong reputation in the region.
• Ability to follow through and meet deadlines.
• Excellent balance of strategic and tactical skills.
• Comfortable working in a small, expanding company with an entrepreneurial mindset.
• Experience selling emerging technologies over an extended sales cycle competing against incumbents.
• Ability to find and close new business while expanding existing relationships with consultative sales skills.
• Highly motivated and capable of working independently.

• 10+ years of experience selling software or hardware to US Federal/Enterprise customers.
• Channel friendly; IGEL is 100% channel.
• Hunter mindset; this is not a farming role.
• Track record of success using a repeatable process.
• Willing and able to work in a fast‑paced environment.

• 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
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company‑paid life insurance, long‑term disability, and short‑term disability coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities
• President’s Club for top‑performing salespeople
• Positive, inspiring workplace culture
• High‑motivated team focused on strategies and common goals

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.