• Director, Global Accounts

    Job Location(s) US-NY-New York
    Requisition #
    2018-17450
    Type
    Full-Time
  • Overview

    Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With almost 25,000 people strong and growing, we are the trusted guardian of our customers’ most critical assets. We work to protect and transform our customers’ information and assets through physical and technical storage solutions and have been a leader in records management since 1951.

     

    Iron Mountain was ranked #9 as the BEST COMPANY TO SELL FOR IN 2017 according to sellingpower.com. 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.

     

     

     

     

     

     

     

    Responsibilities

    The Director, Global Account Management requires a self-driven leader to define and develop the strategic business plans for our complex global banking customers in order to create sustained value and differentiation for them. The DGA is responsible for motivating and managing a team of Global Account Managers and the activities that they perform, to successfully implement account plans, optimize revenue growth and ensure customer satisfaction. The DGA will possess broad industry knowledge of the customer’s market and business objectives to appropriately cross-sell, up-sell and drive account penetration. With a deep understanding of Iron Mountain’s portfolio of services and products, the DGAM will address customer needs by introducing innovative solutions. Utilizing his/her well-established network and strong relationship management skills, the DGA will ensure team is well orchestrated to flawlessly execute on robust account plans, to ultimately attain and surpass financial targets.

     

    • Ensures the global account strategy is understood and deployed by the Global Account team, and provides ongoing feedback and coaching on individual account plans; routinely reviews pipeline for proper forecasting and achievement of revenue targets.
    • Maintains significant knowledge of customer’s business trends, current macro and micro economic climate, competitive awareness, legislation, market intelligence and potential new business ideas to exploit growth opportunities and provide long-term strategic direction.
    • Sees the big picture and recognizes that his/her primary role is to drive revenue; s/he realistically grasps the financial aspects of the organization, shows responsiveness to the need for economies and cost control, and is able to draw meaningful implications from financial data.
    • Builds and maintains a network of contacts with the customer key decision makers to develop opportunities, and gain consideration for requests for proposals; plays active role in preparation of proposals for new business opportunities with the customer; assists with negotiating complex contracts/quotations; and acts as key escalation point for customers issues, when necessary.
    • Recruits, develops and retains a high performing and qualified workforce to deliver the goals of the Global Account team; proactively manages performance issues; and partners with other members of the organization to ensure the infrastructure required from other departments is made available to support the account strategy.
    • Holds self and team accountable for consistently meeting and exceeding profitable sales results by tracking and measuring sales performance
    • Seeks to stay involved in new developments within his/her field; enjoys learning and is intellectually curious; and thrives on championing new initiatives and solutions to positively deliver a desired result, creating value for our customers and profitable growth for Iron Mountain.
    • Possesses deep understanding of Iron Mountain’s overall brand architecture and individual product strategies, as well as a solid command of technology.
    • Collaborates with other internal sales executives to articulate global account strategy, track all critical success factors of the organizations, secure relevant information and identify ways to work cross-functionally for positive business results.

    Qualifications

     

    • Track record of meeting and exceeding revenue and profit targets
    • Fluent in sales measurements and KPIs that drive sales performance; including lead and appointment generation, proper pipeline building, sale pipeline velocity, sales forecasting, bookings to billings ratios, and deal close ratios.
    • Experience selling and negotiating at “C” level in complex sales cycles
    • CRM usage and computer proficiency a benefit
    • Experience in consultative/solution selling and key account management processes
    • Experience in managing a geographically dispersed sales force (ideally across different countries)
    • Demonstrated ability to lead people and get results through others
    • Ability to organize and manage multiple priorities