Enterprise Sales Manager

企业客户销售经理

 

Job Purpose

The Enterprise Sales Manager is responsible for driving new revenue growth through proactive outreach, prospecting, and pipeline development, while also expanding existing enterprise customer relationships. Leads will be generated through multiple channels, including marketing campaigns, third-party lead generation, and self-sourced outreach.

An Enterprise customer is defined as any organisation with 200+ white-collar employees, and the role will span both national and international client requirements, depending on account footprint and opportunity scope.

This role plays a critical part in positioning IWG’s full suite of solutions to large organisations across multiple markets.

工作目的

该职位负责通过主动外联、客户开拓及销售渠道拓展推动新业务收入增长，同时深化现有企业客户关系。潜在客户将通过多渠道获取，包括市场活动、第三方线索开发及自主外部拓展。

‌企业客户定义‌：
指拥有200名以上白领员工的各类组织机构。该岗位需同时满足国内及国际客户需求，具体覆盖范围将根据客户体量及业务机会而定。

‌核心价值‌：
该角色对于将IWG全系列解决方案推广至多国市场的大型企业具有战略意义。

 

Key Responsibilities

• Generate profitable new revenue by identifying, prospecting, and converting new Enterprise clients.
• Develop and maintain a robust pipeline of qualified sales opportunities across multiple sectors and geographies.
• Conduct strategic outreach through direct engagement, events, and third-party referrals to identify high-potential prospects.
• Own the full sales cycle — from first contact to close — with an emphasis on front-end activity and deal progression.
• Create and execute Account Plans to grow wallet share within assigned strategic accounts.
• Build and maintain executive-level relationships to gain insight into client needs and translate into tailored workspace solutions.
• Collaborate with brokers, real estate advisors, and consultants to generate opportunities and increase IWG’s market visibility.
• Partner cross-functionally with regional Sales, Operations, and Product teams to ensure seamless solution delivery.
• Continuously gather and share feedback from prospects and clients to improve product-market fit and go-to-market effectiveness.
• Deliver accurate pipeline forecasts, activity reports, and performance updates.

‌核心职责‌

‌客户开发与营收增长‌

• 通过识别、开发并转化新企业客户，实现盈利性收入增长。
• 在多个行业和地区建立并维护高质量的销售机会管道。

‌销售全流程管理‌

• 主导从首次接触到成交的完整销售周期，重点推进前端客户互动与交易进程。
• 通过直接沟通、行业活动及第三方引荐开展战略性客户拓展，锁定高潜力目标。

‌客户关系与业务拓展‌

• 制定并执行‌客户增长计划‌，提升战略客户的市场占有率。
• 建立并维护高层客户关系，精准识别需求并转化为定制化办公解决方案。

‌跨部门协作与市场拓展‌

• 与地产经纪人、顾问等合作方联动，挖掘商机并提升‌IWG品牌市场影响力‌。
• 协同区域销售、运营及产品团队，确保解决方案高效落地。

‌分析与反馈优化‌

• 持续收集客户与潜在客户反馈，优化产品匹配度及市场策略。
• 提供精准的销售预测、活动报告及业绩分析。

 

Required Skills, Experience & Qualifications

• Proven track record in B2B prospecting, business development, and solution selling.
• Ability to independently source and qualify leads in complex, consultative sales environments.
• Strong understanding of the enterprise customer buying journey and long-cycle deal management.
• Experience working with and influencing C-level stakeholders.
• Background in commercial real estate, enterprise services, or flexible workspace is highly desirable.
• Demonstrated ability to meet and exceed sales targets through self-generated pipeline.
• Strong negotiation and contract structuring skills.
• High level of commercial acumen and results orientation.
• Comfortable working in global, matrixed organisations with distributed teams.
• Adaptable, proactive, and confident navigating ambiguity.
• Willingness to travel internationally as needed.

岗位要求

核心技能

• ‌B2B销售专长‌：在B2B客户开发、业务拓展和解决方案式销售方面有成功经验，具备推动销售漏斗和达成高价值交易的记录。
• ‌客户开发与筛选能力‌：擅长在复杂的长周期销售环境中独立挖掘、筛选潜在客户。
• ‌企业级销售经验‌：深刻理解企业客户的采购流程，包括利益相关方分析、交易协调和长期关系管理。
• ‌高层影响力‌：具备与高管层（C级）沟通并影响决策的能力。

‌行业与职能经验‌

• 优先考虑具有‌商业房地产、企业服务或灵活办公空间‌行业背景的候选人，但具备相关可迁移技能者同样欢迎。
• 能够通过自主开发的销售渠道‌持续超额完成业绩目标‌。
• 精通‌谈判与合同条款制定‌，确保达成有利的商业条款。

‌行为与文化契合度‌

• ‌商业敏锐度‌：具备战略思维，注重投资回报率和盈利能力。
• ‌适应能力‌：在复杂环境中表现优异，能够应对全球化矩阵型组织和分布式团队协作。
• ‌国际差旅意愿‌：必要时愿意进行跨国出差。

 

About the company

IWG has been at the forefront of flexible working for more than 30 years. With over 3,500 locations around the globe, spanning brands including Regus, Spaces, Signature and HQ, we have made it possible for businesses of all sizes to make the transition to hybrid working, empowering employees to work wherever and whenever is most convenient.

We help more than 8 million people and their businesses to work more productively, supported by a choice of professional, inspiring and collaborative workspaces, communities and services.

As the world’s leading provider of hybrid work solutions, with four times the number of locations compared to its nearest competitor, IWG is already working with over 80% of the Fortune 500 and counts businesses including Amazon, Netflix, EY and Uber amongst its customers.

Companies of all sizes are shifting to flexible working to lower costs, improve employee retention and lower their carbon emissions. The flexible workspace is expected to grow by 600% by 2023, when 30% of all office space will be hybrid. We are growing our network faster than ever to keep up with demand from customers as we work towards our goal of reaching 30,000 centres.

 

Carbon Neutral Workplaces

IWG’s purpose of helping everyone have a great day at work, while protecting people and the planet is at the heart of everything we do. We are proud to supply all of our customers worldwide with carbon neutral workplaces, and we have a strong climate action plan in place to help us achieve our objective of Net Zero emissions by 2040.

Leading Employer Award
IWG is proud to be the recipient of a Leading Employer Award in both 2022 and 2023. Awarded exclusively to the top 1% of employers, the accolade is testament to our diverse global workforce and the role everyone plays in bringing our purpose, culture and values to life, every single day. 

Join us at https://careers.iwgplc.com/home

 

‌关于公司‌

‌全球灵活办公领导者‌

IWG（国际灵活办公集团）30余年来始终引领灵活办公变革。旗下拥有‌Regus（雷格斯）、Spaces、Signature、HQ‌等品牌，全球运营超过‌3,500个中心‌，助力各类规模企业实现混合办公转型，让员工随时随地高效工作。

‌赋能企业与人才‌

我们为超过‌800万用户‌提供专业、激发灵感且协作性强的办公空间、社群及服务，帮助企业与员工提升生产力。作为全球领先的混合办公解决方案提供商，IWG中心数量是最近竞争对手的‌4倍‌，服务客户涵盖‌80%的《财富》500强企业‌，包括亚马逊、Netflix、安永、优步等。

‌行业趋势与愿景‌

受降本增效、人才留存及减碳需求驱动，灵活办公正成为全球趋势。预计到2023年，‌30%的办公空间将采用混合模式‌，市场规模增长达‌600%‌。为满足客户需求，我们正加速全球布局，朝着‌30,000个中心‌的目标迈进。

‌可持续发展承诺‌

IWG以“助力人们高效工作，同时保护地球”为使命。我们为全球客户提供‌碳中和办公空间‌，并制定了强有力的气候行动计划，力争在‌2040年前实现净零排放‌。

‌雇主认可‌

IWG连续荣获‌2022及2023年领先雇主奖‌（Top 1%顶尖雇主），彰显了全球化团队在践行企业使命、文化与价值观中的卓越贡献。