Business Development Executive

US-NY-New York
Requisition #
2017-16308
Category
Sales
Type
Full-Time

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 17,000 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

This position will be responsible for driving Digital Solutions revenue by selling into named Iron Mountain customer base accounts and a defined geography. As the Business Development Executive, (BDE), you will prospect, engage, qualify and ultimately apply insight gained regarding the customers’ business to deliver a compelling value proposition resulting in profitable new business revenue. The BDE position will focus on selling digital transformational solutions centered on conversion and workflow solutions to solve customer problems, as well as, Information Governance solutions to assist customers with regulatory and compliance requirements. The BDE should be skilled in understanding customer business needs via a methodical sales discovery process. In addition, the BDE must be able to demonstrate success in selling technology solutions to senior level executives.

 

  • Responsible for Sales Cycle Management to include; prospecting, engagement, requirements gathering, solution design, creation of pricing, proposals and SOW, presentation, managing objections, follow up and close.
  • Design and implement sales strategies to meet or exceed assigned sales goals; including development and management of a balanced pipeline of Iron Mountain’s digital solution portfolio.
  • Use insight and consultative selling techniques to teach customer about their industry and offer unique perspectives on their business which link back to Iron Mountain’s solution portfolio.  
  • Research prospective organizations to identify the right stakeholders to engage.
  • Implement Sales Strategies to connect customer business needs to Iron Mountain Digital Solutions and coach stakeholders to build consensus for Iron Mountain’s solutions within their organization.
  • Independently and collaboratively strategize for solving deal-level challenges.
  • Regularly update Salesforce.com system with the latest customer related information, and use customer intelligence for account planning purposes.
  • Serving as a “voice of the customer” to the Product Management and Product Marketing development teams.

Qualifications

  • Bachelor's Degree
  • Minimum three years experience in B2B solution sales environment; preferable in services environment

  • Experience in an activity based “hunter” sales environment

  • Consistently meeting or exceeding quota goals

  • Knowledge of Enterprise Content Management and workflow solutions

  • Background in Human Resources and Accounts Payable workflow solutions and contract management preferred

  • Knowledge of imaging solutions

  • Knowledge of Information Governance practices preferred

  • Proficient in Microsoft Outlook, Excel, Work and PowerPoint

  • Prior experience using a CRM
  • 60% - 75% travel

 

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