Manager of Proposal Management

US-MA-Boston
Requisition #
2017-16108
Category
Sales
Type
Full-Time
Work From Home (Virtual)
Yes

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.
 
Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 25,000 people strong and growing. We’ve been a trusted records management leader since 1951.
 
Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Responsibilities

The Proposal Management team comprises of Proposal Managers that are highly experienced in working with our North American sales teams to produce proposals for the Private and Public Sector (Local and State). The team also supports the completion of multi-country and global opportunities where the sales lead is based in North America. 

The Proposal Management team, along with the Bid Management team in Western Europe and the Sales Technology team (who support automated proposals), reports to the Director of Proposal and Bid Management and forms part of the Sales Effectiveness group.

 

Key Accountabilities: The Manager of Proposal Management is accountable for:

  • Leading the team of Proposal Managers to complete customer focused and compelling proposals that articulate value
  • Building and maintaining relationships with Sales Leaders to ensure our capabilities continue to align to their needs and to business requirements
  • Providing guidance to sales leaders and other stakeholders on the proposal process and value of our services
  • Qualifying of incoming requests, in conjunction with sales leads, using our established process with the subsequent assignment of team members to each qualified opportunity
  • Working with the Director of Proposal and Bid Management to implement best practice and continuous improvement to ensure we provide sales teams with the “best-in-class” service
  • Guiding the team on developing a proposal strategy with the identification of win themes
  • Leading by example with the management of proposals in-and-around their duties to support capacity within the team
  • Ensuring our content management library is maintained and kept up-to-date
  • Ensuring the Proposal Managers adhere to the proposal process and complete quality submissions that meet the buyer’s requirements and timelines
  • Tracking and reporting on the team’s activities and results, primarily through Salesforce.com
  • Hiring and training of any new members of the team
  • Managing performance evaluation and the goal setting process for each team member
  • Providing effective coaching to the members of the proposal team to support their personal development through clear expectations, appropriate direction and feedback linked to the performance evaluation process. 

Additional responsibilities include:

  •  
  • Promoting an environment where cross-functional relationships are encouraged in order to improve the team’s capabilities and supporting the needs of the business
  • Developing and maintaining partnerships with internal customers (Sales and Account Management) and internal business partners (Legal, Contracts, Price Desk, Product Management, Product Marketing, etc.) to ensure proactive awareness of relevant business requirements requiring RFP support and to ensure the team receive quality support from our internal partners
  • Liaising with designated Subject Matter Experts (SMEs) to develop and write non-standard responses to RFP questions.
  • Working with the Sales Technology team to provide feedback on the development of automated proposals and to ensure the alignment of content and visual
  • Coordinating internal and external networking and educational opportunities for the team      
  • Developing and maintaining a strong understanding of all Iron Mountain products and services and their corresponding value proposition.

Qualifications

Knowledge Skills and Experience

  • Minimum Education: four year college degree
  • Confidence to navigate a large matrix environment and to engage with sales leaders
  • Must have at least five years of experience in managing proposals for organizations in the Private and Public Sector
  • Must have at least two years of experience of successfully managing a team of Proposal Managers in a fast-paced, deadline-driven environment
  • Must have experience of managing proposals in-line with a defined proposal process
  • Must have experience of developing / refining a proposal process in-line with best practices
  • Must be able to demonstrate experience and knowledge of proposal best practices
  • Strong communication skills, including experience of presenting to and negotiating with sales leaders
  • Must have strong written, oral and presentation skills with a proven track record in writing and editing content
  • Must be able to demonstrate high proficiency in the use of software packages, including MS Word, MS Excel, and MS PowerPoint.
  • Preferable to have familiarity with the Adobe Creative Suite, including InDesign
  • Must have excellent organizational skills and attention to detail
  • APMP certification preferred.

 

 

Travel Requirements

  • Total travel: Less than 10%
  • Local travel (Depending on District): Less than 10%
  • Overnight travel: Less than 10%.

 

 

 

 

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