At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.
We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.
Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.
The Job
Iron Mountain (IRM) is seeking a Senior Sales Executive to provide customer-facing RIM expertise for IRM’s enterprise accounts. Responsible for achieving individual sales quota selling IRM Core Storage Services. This position is a critical member of the GRO Core Storage Services team as the “go-to” Core Storage Services subject matter expert within the commercial organisation.
Responsible for teaming with Business Development Executives, Managing Directors, and all Customer Supporting roles to deliver the Iron Mountain Storage solutions to senior-level business stakeholders.
Key responsibilities include strategic account planning, discovery and qualification support, deal modelling and pricing and customer facing selling activities including closing support. This includes partnering with the CORE Storage and
Services team in GTM messaging and planning.
This role requires a passion for problem-solving and knowledge about selling the Mountain with a focus as a subject matter expert for storage and services. Within the customer organisation, this position will be responsible for interfacing with customer-facing team members to deliver Iron Mountains CORE solutions to senior-level business stakeholders.
The Responsibilities
- Responsible for pipeline development and bookings within the respective region.
- Effective internal teaming with Iron Mountain sales teams to support end-to-end deal life cycle activities, including pipeline creation and account planning, solution design initiation, and maximiing IRM value proposition
- Proactively assesses customer’s current and potential needs to effectively position, expand / up sell opportunities and new sales plays for CORE offerings
- Develops and implements strategies and business plans through understanding the customer’s business model and understanding the customer's unique value proposition in the marketplace
- Partner with sellers to ensure the opportunity profitability through leading negotiation process and ensuring an acceptable on-time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. This is facilitated in conjunction with the CORE Product team, CPO, Legal and market VPs’/Directors when needed
- Partnering with the sales team and the CORE Product team to better assess customer business problems and opportunities and highlight IRM’s areas of strength and competitive advantages to position the offerings to solve
these problems - Responsible for maximising deal profitability through leading negotiation process and ensuring an acceptable on-time outcome
- Successful experience in working with customers to influence RFP development so the solution offering is best positioned to win. The SE will also have strong proposal writing experience and be able to lead a proposal response team when needed
- Actively participate in marketing campaign initiatives in demand and field program execution
- Activity within industry associations in the market to increase IRM awareness, through attending conferences, penning whitepapers and keeping current within market trends
- Continual education to stay informed on latest best practices and development in enterprise-level transformation solutions
- Effective internal teaming with Iron Mountain leadership teams, Managing Directors, Business Development Executives and all associated internal teams across business that support the delivery of the Core Storage and
Services solutions
The Person
- Experienced meeting or exceeding multi million-dollar quota goals
- Minimum of 5 years of direct sales experience in large, complex services based organisations
- Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions
- Passion for problem-solving and data-driven analysis to drive customer outcomes
- Have the ability to influence and negotiate through proven sales skills
- Must exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling
methodologies - Customer-first and growth-focused mindset - always looking for ways to help clients reach their transformational objectives
- Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
- Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company
- Ability to influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
