Senior Director, Sales Operations Business Partner

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 Senior Director, Sales Operations Business Partner is recognized as the leading commercial strategist and business expert. With a highly sophisticated understanding of customer needs, technology and competitor offerings this position will drive the strategic account strategy collaborating with all of the resources required to succeed while representing the entire range of IRM’s emerging portfolio of technology products and solutions.

As an experienced leader, the role will build lasting executive-level relationships with our clients to align their strategic priorities with our Iron Mountain solution suite and enable both the client’s and Iron Mountain’s growth. Success will ultimately be measured and rewarded by clearly defined key performance measures that include quota attainment, account revenue & margin growth, and customer satisfaction, retention & loyalty.

Responsibilities

• Go to market strategy & planning, Market Opportunity / Propensity to Buy
• Financial and capacity planning, territory design, and quota settings
• Process standardization and simplification. Communicate new and improved sales processes and tools to Global and regional sales and account management teams.
• Coach sales managers in sales performance management, and sales people in their use of core sales processes and tools: Territory and Account Plan, Pipeline Management, Deal Progression, Forecasting and Performances Management,
• Monitor the effectiveness of sales teams’ use of processes and tools to understand needs
• Administer changes required to support sales performance management and improve sales productivity.
• Support requirements for ad hoc performance reports.
• Reporting cadence (weekly, monthly, and quarterly business review)

Functional Knowledge, Skills & Competencies

• Results-oriented: maximizing the business (Revenue and Margin) within the account; bent on growth; self-motivated and proactively seeking new opportunities with an urgency to move the market quickly
• Executive Presence: creating new and strengthening existing executive level relationships to deeply understand motivations and preempt competitive inroads; coordinate the account team appropriately. Ability to create and maintain formal and informal networks
• Collaborative: internal team building to get the right people involved at the right time to produce the best outcomes; lead planning sessions that identify, qualify, position and close large strategic, transformative technology based solution deals
• Cross-functional, regional collaboration skill-set and excellent executive communications skills. Ability to navigate and collaborate across a large global organization and deal with ambiguity
• Program Management: working with the account management team, organizes the process to capture new Revenue from the customer; organize the cross-functional plan, the team required, and ensures things are done to completion. Build accountability into every plan, from the account plan to individual projects
• Customer Obsessed: expert at opportunity qualification in order to validate “fit for purpose” application of IRM’s offerings against defined customer strategic requirements. Strong presentation skills displaying complex solutions and business case frameworks internally, and in the course of client presentations

Business Expertise

• Bachelors in Business Administration or related field required, MBA preferred
• 15+ year’s technology sales experience, positioning BPM and digital solutions across large, complex accounts, with a proven record of accomplishment
• Proven Experience and success selling large technology based solutions related to BI, Analytics, Electronic Content Management, Information Management, Business Process Management, Process Automation or other related software and services
• Experience selling Cloud integrated solutions with an emphasis on Software as a Service related to the technology services mentioned above
• Understanding of general regulations and standards related to digital information management, security and privacy including SOC, ISO, NIST-800, GDPR,CCPA, PCI DSS, COPPA, FRCP and DPA as well as vertical specific regulations, based on account assignments, such as HIPAA, HITECH, SOX, Sarbanes Oxley, GLBA,FFIEC, NERC etc.
• High level understanding of modern application deployment including service oriented and API driven architectures
• High level understanding of data management best practices including data security, protection and lifecycle management for both structured and unstructured data
• Proven history of establishing and developing strong partnerships with VP/SVP/EVP/CEO level contacts
• Expertise in one (or more) of the following sectors; Financial Services, Energy, Technology or Life Sciences
• Experience as strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customer
• Experience working across all levels of a highly matrixed global organization.