North American Sales Director - Strategic Global Enterprises

3 Minutes ago • 3 Years + • Sales • $159,400 PA - $212,500 PA

Job Summary

Job Description

At Iron Mountain, we are seeking a North American Sales Director for Strategic Global Enterprises. This role involves directing and managing sales and client relations, supervising the Business Development sales force to generate new sales, and increasing the company's footprint in the financial sector. The Director will work with Account Executives and the Global Account Management Team to ensure total customer satisfaction, identify new opportunities, execute upsells, manage renewals, and resolve issues. This position is part of the Global Industries sales leadership team, focused on achieving sales growth plans.
Must have:
  • Direct and manage sales and client relations functions.
  • Supervise Business Development sales force.
  • Generate net new sales through prospecting, networking, and marketing initiatives.
  • Increase and maintain footprint within the financial sector.
  • Achieve revenue growth and quota attainment.
  • Assist Account Executives with total customer satisfaction.
  • Proactively manage named Iron Mountain Key Accounts.
  • Increase client spend through new opportunity identification and upsell execution.
  • Manage renewal strategy and issue management.
  • Establish and implement an effective sales force through recruitment, retention, and management.
  • Meet sales goals with budgeted resources.
  • Develop sales strategies for Account Executives.
  • Maintain current knowledge on company products, services, features, benefits, and applications.
  • Keep informed on competitive services, promotions, sales techniques, pricing, and marketing policies.
  • Utilize resources and perform research to determine sales patterns and strategies.
  • Work with local Operational leadership to drive market synergy.
  • Motivate sales teams to develop new business.
  • Evaluate sales representatives' abilities and provide formal/informal training.
  • Manage Account Executives through the LOC process with feedback and coaching.
  • Help navigate IRM career path and manage AEs for success across multiple product lines.
  • Assist in selling new business and provide sales support for sales team.
  • Analyze account profitability and work with BDEs on sales techniques.
  • Plan, develop and execute sales strategy tailored to potential clients.
  • Maintain sales infrastructure relating to information/reporting systems (SFDC, Clari).
  • Coach and assist sales representatives in preparation of special proposals.
Good to have:
  • Delivery of Sales Training
Perks:
  • Commissions

Job Details

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.

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.

To direct and manage sales and client relations functions through the supervision of the Business Development sales force, for the purpose(s) of generating net new sales, through prospecting, networking and executing on marketing initiatives to increase and maintain our footprint within a vertical team focused primarily on the financial sector resulting in revenue growth and quota attainment. The role will assist the Account Executives (AE) with support from the Global Account Management Team to focus on Total Customer Satisfaction, to proactively manage named Iron Mountain Key Accounts to increase the client spend assigned customer programs through new opportunity identification, upsell execution, renewal strategy, and issue management. The Director will be part of the Global Industries sales leadership team working to ensure achievement of the sales growth plan.

  • Accountable for establishing and implementing an effective sales force, through recruitment, retention and management of the sales force. Meet sales goals with budgeted resources and developing sales strategies for AEs to utilize.
  • Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems. Keep informed on competitive services, promotional matters, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales, Customer Success and Operational teams.
  • Individually motivate sales teams to develop new business. Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage AEs thru the LOC process by providing feedback and coaching. Help to navigate the IRM career path and manage AEs to achieve success across multiple product line of business.
  • Assist in selling new business provide sales support for sales team analyze account profitability and work with BDEs in determining sales techniques, advertising and market penetration. Plan, develop and execute sales strategy and tailor to potential clients.
  • Ongoing maintenance of a sales infrastructure relating to information/reporting systems (SFDC, Clari), proposal generation, communication, and information sharing. Coach and assist sales representatives in the preparation of special proposals including, pricing quotations, terms of sales and transfer dates as requested by potential customers.

Functional Knowledge, Skills, and Competencies

  • Strong Business Acumen and solution selling expertise.
  • Proven track record and executive relationships within the Technology, Manufacturing, Energy, Entertainment, or Professional Services Sector(s).
  • Proven selling skills in a service industry.
  • Strong written, verbal and presentation skills.
  • Hands-on people management/development and team building skills.
  • Formal Sales Training received.
  • Delivery of Sales Training a plus.

Business Expertise

  • 5+ years of sales management with a focus on new business development.
  • 3 years minimum selling experience in a service industry.

Leadership

  • Ability to provide leadership and guidance to the AEs.
  • Represent sales to the TVP, SVP and other RSMs.

Problem Solving

  • Strong business acumen to support solving client pain points with purpose built Iron Mountain services and solutions.
  • Able to review client and territory needs.
  • Review and manage the competencies, sales ability and training needs of Sales Reps.

Interpersonal Skills

  • Possess a high-level of: professionalism, assertiveness, creativeness, communication and strong organizational, resourcefulness and management skills.

Reasonably expected salary range: $159,400.00 - $212,500.00 + commissions.

Category: Sales

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here.

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to accommodationrequest@ironmountain.com. See the Supplement to learn more about Equal Employment Opportunity.

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About The Company

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics.

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