• Director, Revenue Management

    Job Location(s) US-MA-Boston
    Requisition #
  • 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.




    Our success in achieving the growth objectives of Iron Mountain depends upon our ability to drive fair, consistent pricing for the value of our services.  The Revenue Management team is responsible for directing price strategy, tactics, and implementation to enable us to achieve our revenue and profit targets.


    The responsibilities of this role are to support Iron Mountain global revenue growth, applying your expertise in creative analytics and pricing with business partners across the organization.  This role leads price strategy implementation for all business lines, focused on North America and Europe. Our company depends upon disciplined price implementation to grow revenues. 

    Iron Mountain is building a state-of-the-art price management tool and other resources to improve our ability to offer customers more fair, consistent, and disciplined pricing.  This role is an important part of our commitment to excellence in revenue management.  This also offers an opportunity to work with general managers and stakeholders across the entire organization, globally and every function, since effective price management demands integration from each function.



    • Strategy
      • Annual Price Plan – Build annual price plan for business unit to meet or exceed revenue targets. Develop best case options, present and review with senior leadership, gain approval and implement.
      • New Price InitiativesDevelop new price initiatives to support revenue targets including development of strategy, analytics and business case. Evaluate complexity and options for implementation and work to promote adoption of strategy
      • Program ManagementBuild a portfolio of strategic initiatives to support revenue targets. Manage and track initiatives from concept to post implementation success. Develop business objectives, timelines and business case. Track performance to budget targets and frequently communicate results to leadership. Adjust strategy and or processes based on results of initiatives relative to strategic objectives.
      • Pricing algorithms – adjust the business rules that drive transactional price setting, such as volume, geography, or customer industry attributes
      • Design models – build and implement pricing tools that support specific segments and decisions
    • Tools
      • Lead project for investment in new CPQ (configure-price-quote) tool, in cooperation with multiple stakeholders across Sales, IT, Billing, Sales Ops, and other teams.
      • Develop a single quoting platform. Transition existing tools onto a single CPQ quoting platform to streamline the sales quoting process and create consistent price strategy experience for users across service lines and geographies
      • Implement advanced segmentation into the price setting and quoting tools
      • Drive adoption of new CPQ tools across service lines and geographies
      • Provide expertise in how we utilize the PROS price management tool to improve performance



    Other Essential Functions

    • Continuous Improvement: Deliver continuous improvement to revenue management pricing processes and tools. Implement and maintain Configure, Price and Quote software for renewal pricing and transactional quoting.
    • Mine best practices: Mine best practices in Revenue Management developed in RM NA and implement across other service lines and geographies
    • Drive price strategy – translate business goals into price strategies for existing business and new opportunities; set performance targets by segment
    • Develop service bundles – target unique segments with packages and bundles, incorporating different pricing metrics
    • Set product prices – work with the product price strategy leader and product managers to set list prices and target prices
    • Develop communications – build messages and tools to effectively drive global adoption of new strategies, processes and tools
    • Identify and implement price improvement opportunities – through creative analytics, review customer pricing trends, spot opportunities to improve performance through new price metrics, bundles, or policies, design project plans to address and measure, communicate with stakeholders, and launch improvement



    This will be a highly integrative role, demanding the leader to align efforts across regions and functions.  The role will require regular interaction with marketing, sales, operations, human resources, finance, IT, and other teams. 



    • Ideal Capabilities

      • Ability, desire and maturity to interface with executive management
      • Ability to lead and influence decision stakeholders at all levels, often without direct authority
      • Creative analytic capability – the ability to utilize data to identify opportunities and build a compelling story for change; translate financial analysis into prescriptive, actionable recommendations
      • Persuasion – the ability to lead change and align multiple teams; to influence multiple senior leaders without direct authority; fluency with conference calls, webinars, PowerPoint, etc.
      • Program leadership – the ability to independently lead multiple projects from strategy to implementation – independence highly valued
      • Ability to design, construct, analyze and explain insightful analytics models
      • Able to recognize and identify trends and drivers, and distill them into insightful analysis
      • Multi-disciplinary capability – the ability to interact across functions and cultures
      • Speak statistics – pivot tables, correlation, Tableau or Qlikview, Customer Relationship Management system experience, price optimization tool exposure – all highly valued


      Job Requirements:

      • Bachelor’s degree; Master’s degree preferred – especially business, statistics, economics, or behavior
      • Certified Pricing Professional recognition highly prized
      • 7+ years’ experience, with a passion for pricing
      • Advanced proficiency MS Excel, MS Access, MS Word and PowerPoint
      • Ability to transform process and tools to simplify the user experience while driving price revenue growth and profitability

      The Revenue Management team reports to the Chief Operating Officer, but operates as a highly multi-disciplinary group – we work day-to-day with Sales, Operation, Finance, IT, and HR as closely as within the global commercial team. Our Revenue Management team is a learning organization, featuring a quarterly drop-everything-and-think exercise, internal training workshops, a cross-functional Analytics Forum sharing insights from across the organization, and a periodic book club on topics related to our work.  The team includes responsibility for price strategy, transactional price setting and approvals, trend analytics, and price improvement project implementation.

      The Director role reports to the Vice President of Revenue Management

    • Team and Organization:


    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
    • to promptly report issues and violations