National Business Development Manager - Global Industries

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 stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

ABOUT THE OPPORTUNITY...

The National Business Development role is responsible for driving net new sales and revenue from existing customer accounts within the assigned vertical. Your role will sell products, services and solutions through prospecting, networking and executing marketing initiatives and account plans to increase Iron Mountain footprint within the assigned accounts resulting in revenue growth and quota attainment.

KEY RESPONSIBILITIES...

• Assesses assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions. Develops and implements strategies and business plans through understanding the client's business model, planning and decision making channels from understanding the customer's value proposition and ability to explain how they differentiate themselves in the marketplace. In doing so, it leverages resources including but not limited to Managing Directors of GI Accounts, Global Account Managers, and Global Account Representatives who are part of the the matrix organization of Iron Mountain. Positions and illustrates alternative ways of creating the real value of Iron Mountain’s total solution offerings for clients through assessing their problems or opportunities and highlighting Iron Mountain’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each assigned account.
• Builds customer relationships through strategic conversations to understand organizational business objectives and goals.
• Continuously expands existing relationships and products of assigned accounts. Develops a strategic account plan for each named account leveraging customer knowledge and the Iron Mountain matrixed organization. Maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of Iron Mountain product offerings.
• Active within industry associations in the assigned vertical market to increase Iron Mountain awareness, through attending trade shows, reviewing whitepapers and keeping current within market trends.
• Responsible for final account sales and revenue growth through leading negotiation process and ensuring an acceptable on time outcome from a solution proposal, pricing, profitability, liability, and SLA perspective for accounts to meet and exceed quota attainment.
• The Business Development role will work to collaborate with the customer on net new opportunities and work through negotiated and RFP sales processes. Must understand customer requirements to negotiate the contract, collaborating with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate.

SKILLSET...

• Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling.
• Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions.
• Must have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
• Must exhibit excellent written, oral and presentation skills.
• Ability to team effectively at all levels of Iron Mountain and customer personnel (to include CXO level) on a wide range of topics and issues.
• Ability to develop, maintain and present to senior level management within their customer base.
• Create demand by understanding specific vertical market business challenges, delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
• Negotiation skills, Effective questioning techniques, Account / relationship management experience.
• Proficient with oral and written communication.
• Total travel up to 50%.
• Education- Masters/ PG in Marketing / relevant education preferred.
• Experience:7-10 years- selling services to the insurance companies preferred.

Compliance Obligations:

It is the responsibility of every Iron Mountain employee:

• to comply with all applicable laws, rules, regulations, and company policies
• to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct
• to complete required training within the allotted time frame.

Category: Sales