Partner Development Manager

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.

The Job

The Partner Development Manager is responsible for developing and executing the Digital partner strategy with Cloud, ISV, Consulting and SI Partners, driving revenue growth, managing and influencing positive business outcomes for our Customers and the Iron Mountain partnerships.

The Partner Development Manager has shared ownership of sustainable growth for the assigned partnerships, including lead development, maturing and advancing qualified opportunities, acting as the Subject Matter Expert to Iron Mountain Sales, coordinating partner sales activities and overall relationship management.

The ideal candidate will have a strong understanding of the SaaS, Artificial Intelligence and Machine Learning, Intelligent Document Processing and a proven track record of success in partner sales and marketing. The Partner Development Manager will also work closely with the Digital Business Unit’s sales teams to help identify new revenue opportunities and leverage partner incentive programs to accelerate existing opportunities.

The Responsibilities

• Develops and executes business plan to create incremental pipeline through Partnership vehicles, identifies opportunities with Iron Mountain and Partners through Account Strategy and GTM activity
• Develop and maintain exceptional client partner relationships that cross many verticals, including Financial Services, Healthcare and Life Sciences, Manufacturing, and Public Sector, and with partners solutions that address many technologies such as ECM, IDP, RPA, CRM, ERP, HIMS
• Build, leverage and communicate Iron Mountain Partnership benefits to key stakeholders within Iron Mountain, focus on the strategic nature of the relationship to build long-term value and sustainable success for both Iron Mountain and Partners while having the customer and their journey as the north star
• Direct and influence lead generation activities to generate pipeline, align with Sales teams on GTM plays to ensure alignment on goals by providing updated business plan(s) and sharing of best practices across regions
• Develops and manages joint Inside/Field Sales processes with the Iron Mountain and Partner sales teams, collaborates with Iron Mountain and Partner teams to organise joint sales calls
• Collaborates with Iron Mountain and Partner Sales Organisations in support of sales campaigns, proposals and closure.
• Drive team mind share through regular communication (win stories etc.) and relationship cadence
• Enable sales teams (Iron Mountain and Partner) on GTM plays by providing both teams with the relevant knowledge in terms of sales, presales and technical knowledge to effectively grow recurring SaaS revenue
• Provides forecasting and account opportunity visibility into Iron Mountain SFDC tracking pipeline action/priorities on a regular basis with stakeholders
• Work closely with the Product Marketing, Presales and Product Management teams to develop structured marketing and enablement plans as part of the overall business plans for execution. Manage Iron Mountain / Partner engagement escalations and conflicts
• Manages the partner journey from introduction to onboarding to activation and value creation.

The Person

• 7+ year’s technology sales experience, positioning SaaS and digital solutions across large, complex accounts, with a proven record of accomplishment.
• Prior/Current Partner roles and experience is mandatory
• Exceptional proven sales success working directly with Customer decision makers and key stakeholders
• Enthusiastic, inclusive, positive, highly energetic, fun
• Domain Expertise in one (or more) of the following sectors; ANZ Public Sector, Financial Services, Manufacturing, Healthcare, Energy Oil and Gas
• Experience as a strategic account lead for a large and complex global organisation, managing relationships with Fortune 1000 level customers
• Experience working across all levels of a highly matrixed global organisation.
• Experience working with Global and Regional SIs and Consulting partners
• Strategic mindset and highly consultative approach to partnering with internal and external teams
• Must have fluency and presentation skills in English, other languages a bonus