• Senior Manager, Business Development- Data Management

    Job Location(s) US-VA-Reston
    Requisition #
    2018-16968
    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.


    Iron Mountain Canada is an employer broadly committed to providing an inclusive work environment that welcomes all people.  Globally, we believe it is our diversity that contributes to our companies’ shared success. We work hard always to avoid discriminating on any grounds other than capability to perform the requirements of the job.

     

    Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

    Responsibilities

    • Revenue / Customers: This position will focus on building and driving revenue growth within an existing Federal customer base and signing net new Federal agencies as well as the care and management of existing customer base.
    • Driving results within Iron Mountain’s Emerging Growth Segment: Managing both Business Development Executives and Customer Development Executives along with teaming with Channel Managers when strategic partnerships will improve Iron Mountain’s chance of winning.    
    • Federal Expertise:  As the Sr Manager, Data Management Federal Sales , it is critical that the ideal candidate can demonstrate previous success selling to the federal government and have a history of leading a successful Federal Sales team .

     

    RESPONSIBILITES:

    • Ability to lead Direct Federal sales and account team.
    • Individual will also carry sales quota as well as lead the Sales and Account Management team.
    • Provide insightful coaching that drives behavior adoption and employee satisfaction, account retention and revenue growth. .
    • In addition to leading the direct business development team, this position must also independently create opportunities through networking, upselling and cross-selling customers, and other prospecting methods.
    • Manage and maintain existing DM Federal business ensuring contracts are properly maintained.
    • Maintain in-depth knowledge of Iron Mountain’s Federal offerings, technologies, industry trends and best practices.
    • Demonstrates knowledge of Federal trends as they relate to records management, information governance, and compliance. Versed in Presidential Directives that directly impact agency information management decisions.
    • Versed in the National Archives and Administration’s offerings, rate schedules, strength / weaknesses.
    • Work closely with internal subject matter experts and extended teams, such as, lobbyists and consultants to develop strategies that will create sales opportunities.
    • Successfully drive efforts to ensure collaborative Strategic Account Planning and Strategic Opportunity planning between sales and account management.
    • Maintain up to date and accurate forecasts and pipelines within SFDC.
    • Consistently meet with direct team members to review specific opportunities, individual key performance indicators, forecasts, pipeline, challenges, renewals etc.
    • Attend industry association meetings (e.g. AFCEA, AIIM, ARMA, DGI, 930Gov)
    • Driving, managing, and executing the business and revenue of the DM federal sales team; developing, coaching, and training sales and account management staff.
    • Analyzing regional market dynamics in an effort to maximize existing successes, and creating new sales growth opportunities.
    • Educating teams on significant industry factors including competitive products, regulations, trends, customer needs, and pricing.
    • Preparing forecasts, territory/industry management, and growth plans.
    • Establishing and reporting on metrics to measure team performance; correcting deficiencies where necessary.
    • Supporting quotation and proposal efforts to partners, prospects, and customers.
    • Serving as contact for large enterprise clients and leading sales actions to close large deals when necessary.
    • Ensuring that the sales plan is aligned with and supports the corporate revenue goal.
    • Recruiting, hiring, and training staff members; fostering a successful and positive team environment.

    Qualifications

    • Proven track record leading high performance Federal sales teams, with experience across Civilian and DOD agencies. Minimum 5 years managing a Federal Sales team
    • Documented track record leading teams in maintaining and growing a multi-million M+ portfolio of accounts.
    • Extensive experience using  GovWin, FBO.gov and other federal solicitation applications
    • Exceptional communication skills required to navigate through a sales process that includes legal, compliance, financial and operational complexities. .
    • Must be a skilled motivator with demonstrated ability to coach and develop sales staff to exceed targeted sales objectives and deliver high quality service to customers.
    •  Strong interpersonal, planning and analytical skills.
    • Ability to influence and negotiate.
    • Ability to make decisions and think in broad terms, considering the impact to the entire company.
    • Must have a proven ability to manage both direct and indirect employees in a matrixed organization.
    • Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.
    • Top Secret clearance desired, clearable acceptable.
    • Excellent management and communication skills (written and verbal) with an ability to interact effectively with C-level executives and senior managers. Must be a skilled leader with a demonstrated ability to collaborate with and manage partners and customers in the Federal space
    • BA required,   Federal sales experience is a MUST

    Sales leadership in the Information Management industry is a plus