Vice President, Sales, Data Management

Job Location(s) US-MA-Boston
Requisition #
2017-16645
Category
Sales
Type
Full-Time
Work From Home (Virtual)
No

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 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 Vice President of Sales, Data Management, Developed Markets is a high impact leadership role chartered with directing a range of business development resources towards the achievement of in-year revenue objectives. This energized people leader applies strong interpersonal techniques to motivate and ignite a diverse sales force of approximately 60 internal resources and a network of channel partners. Success for this role is defined by the simultaneous achievement of aggressive growth targets, and the fostering of a culture of relationship-based sales that pivot around a strategy for innovation and differentiation in digital-based service models. Specifically, the VP of Sales is personally charged and entrusted with:

 

  • Designing and implementing a coverage model for internal and external selling resources that aligns with the Data Management business strategy for progressive services positioned for value-based application to end customers
  • Building a cohesive team, attracting top notch talent and inspiring an organization through personal leadership qualities and committed partnership with peers.    
    • Leading a North America sales and demand management organization to develop executive level customer relationships, demonstrate company technologies, capture customer insights and share intelligence.  
    • Leading a team to generate and shape demand for Data Management service offerings. Articulate the business strategy to stakeholders and ensure that the business and sales teams plan for and deliver against demand and opportunities.  
      • Defines appropriate metrics and measurements for managing sales productivity, New Business Opportunity Pipeline health and sales force effectiveness.
      • Understands and can continually drive sales team to grow opportunity pipeline consistent with Data Management business and product strategies.
      • Effectively engages Marketing and other enabling functions to support demand generation, competitive positioning, and service life-cycle goals.
    • Organizes and manages the development and administration of global sales budgets, monthly Sales & Operational Planning and Quarterly Business Reviews.  
    • Supports other functions to ensure “Voice of the Customer” is translated to functional requirements with a low-cost mindset.    
    • Establishes and grows strategic relationships with executive management/decision makers within our strategic partners.
    • Leads development and execution of Channel & Market strategy. Drives execution of strategy through hands-on leadership and develops and deploys business processes to ensure capture of all strategic wins.  
    • Drives a regular cadence for maintaining and updating competitive analysis across all regions including price, specification and share.
      • Provides regular communication with Data Management Executive team and Developed Markets leadership.
      • Provides leadership and fosters development of sales organization. Provides constructive feedback to team on a regular basis to improve selling and sales results.
      • Inspired leader of organizations with tremendous integrity, honesty, and financial acumen.
      • Drive organizational development, manage team performance management process; accepts full accountability for sales resource management and sales effectiveness. Motivates, enables and engages sales team.
    • Demonstrated experience working within a S&OP (Sales and Operations Planning) business process framework.    
    • Must have demonstrated leadership skills with strong ability to successfully identify, lead and develop large teams.  
    • Strong interpersonal and influencing skills, with the ability to build credible relationships with multiple functions and manage in a complex matrix environment. Able to drive consensus, build trust/respect, and be sensitive to a variety of viewpoints.  
    • Team-builder with a collaborative style, demonstrated ability to inspire trust and build strong relationships.  
    • Capable of energizing an organization around change and achievement.      
    • Conveys a professional level of business acumen and good commercial and technical complex understanding.
    • Capable of creative, analytical, and structure thinking.  
    • Extensive Sales leadership experience in the B2B environment is required and an academic qualification in an engineering competence strongly preferred.
    • Set the sales strategy, including strategies targeted at improving Iron Mountain’s sales effectiveness as a multi-product company
    • Drive best practices throughout the sales team to ensure consistent, high quality and repeatable performance, including continuing evolution of the company sales process
    • Lead projects and initiatives focused on improving productivity throughout the sales organization.

     

    In addition, the VP of Sales will work with the Sales Operations function to optimize the budget for maximum productivity, and collaborate with product management, marketing and finance to drive corporate alignment. As the most senior sales executive within the Data Management business unit, the VP of Sales will serve as an internal liaison for sales in relationships with other key internal stakeholders such as finance, legal, product marketing, and product management and as a key participant in the building of all executive briefing presentations from Board requests through inter-departmental reviews.

 

Qualifications

Enterprise Sales

  • Expert at the processes and techniques required to secure favorable mindshare and compliant positioning within the buying cycle of small, medium, and large enterprises.
  • Serves as a personal steward of the Iron Mountain brand promise and spectrum of service propositions. Acts as a role model for a broad sales force.

 

Leading and Driving Change

  • Committed to transforming competencies of the existing sales force, Iron Mountain’s sales transformation involves making a major change across multiple sales disciplines that yields a significant improvement in the organization’s growth
  • Successful transformation includes the alignment of the strategic sales process, and sales enablement disciplines while focusing on the details of the change.
  • The VP of Sales will provide the framework for evaluating client value to go deeper and wider while developing relationships to leverage new buying centers.
  • A key mandate is to ensure leaders are adept at change management and able to lead despite ambiguity

 

Collaboration Sales Operations/Sales Enablement/Marketing

  • Aligning with goals and objectives for fundamental change
  • Enhancing sales effectiveness through analytics and action-minded operating cadence
  • Benchmarking various sales roles and competencies to uphold fact-based decision-making for sustaining the highest standards of performance
  • Identifying breakthrough sales insights that can be leveraged as part of a guided selling process (Marketing Analytics-Vertical Marketing)
  • Selecting and developing Channel partner relationships based upon proven sales effectiveness and alignment with Iron Mountain brand standards

 

Coaching

  • Providing insightful coaching that drives behavior adoption, sales representative retention, revenue growth, and a virtuous cycle of sales culture improvement
  • Balancing strategic coaching/support with traditional funnel management to convert many more reps into “trusted advisors”
  • Creating a “tough-love” coaching culture, where executing the new model is not considered “optional” (even for stars)

Ideal Experience:

  • Large annual quota exceeding $100 million in business service sales to enterprise organizations
  • Broad product and service offerings across multiple sales disciplines – direct and indirect (channel) coverage models
  • Matrixed, high-tech software and/or services environments
  • Sales leadership in the Information Management industry is a plus

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
  •