About Iron Mountain Data Centers
Iron Mountain Data Centers, a division of Iron Mountain incorporated, is a leading provider of data center and colocation services. Our global portfolio consists of hyperscale-ready, strategic edge, and underground data centers comprising over 2.5 million square feet across twelve data centers in four countries. More than 1,100 customers including cloud providers, global enterprises, and local market organizations choose Iron Mountain Data Centers for our thirty-year proven track record, risk mitigation, and operational efficiency. Iron Mountain colocation facilities are sustainable and provide the most logical venue for hybrid IT with easy access to the carriers, cloud providers, exchanges, and IT services necessary for digital transformation. Comprehensive compliance support ensures highly-regulated enterprise and public sector customers are protected as they change their organizations to thrive in a multi-cloud world. We are guardians of changemakers. For more, visit www.ironmountain.com/data-centers.
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.
Senior Regional Business Development Executives focus on growing Iron Mountain’s data center revenue within their assigned geography. Strategic focus will be on the Cloud Vertical and Fortune 500 customers. Region will include existing accounts with a strong focus on new prospect acquisition for strategic targets.
Commercial offerings will include retail, hybrid and wholesale multi-tenant data center licensing and successful attainment of profitability goals will require the successful inclusion of data center services (in addition to space and power).
IMDC Regional BDE’s will be supported by Inside Sales and Marketing to help uncover additional opportunities and in the development and delivery of customer relevant campaigns and activity.
Business Development Executives accomplishes increasing the IRM footprint with the territory through the following key responsibilities:
Work with existing Iron Mountain teams to introduce IMDC colocation service to prospective and current customers. Act as main point of contact/liaison for your regional counterparts in targeting and developing opportunities through contract execution. Additionally, participate as the local ‘ambassador’ for non-regional prospects who require additional information or are performing tours/evaluation of your ‘local’ facility. Develop and implement regional market strategy and business plan. Track progress of the regional plan for ROI against actual bookings. In addition to providing deep subject matter expertise during opportunity pursuit it is critical that the Regional BDE is capable of mentoring and developing your Iron Mountain counterparts’ ability to successfully recognize, identify and eventually pursue/close ‘retail’ data center opportunities independently.
To increase the net new revenue stream, build customer relationships through strategic conversations to understand organizational business objectives and goals, expand relationships within accounts to include key data center decision maker(s) and understand specific customer requirements (including service level expectations, application requirements and geographic/network needs) in order to ensure pursuit of the highest likelihood opportunities. Finally it is important to help IMDC develop a vibrant ecosystem of trusted advisors, consultants and third-party influencers within your region’s territory and vertical markets. These relationships will help ensure accurate forecasts and decreased sales cycle
Pipeline and Account Activity:
Continuously prospects and works with IM peers to target and prospect both net new customers and to aid in the expansion of existing relationships to sell data center services to the existing Iron Mountain customer base. Maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, customer and partner meetings, industry shows and events, ‘cold’ calling, ecosystem development and managing timely and detailed responses to RFP’s. Ensure that all activity is tracked within in SFDC, display the consistent ability to forecast accurately and present IM’s benefits vs. the competition and develop greater understanding of IM’s non-data center offerings.
Responsible for supporting regional team members by leading the customer/prospect negotiation process and ensuring an acceptable on time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. Responsible for identifying and helping other IM members within your region in the selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
Contract Renewals and Negotiations:
The representative will work with their counterparts within the company to assure that assigned customer renewals are well managed. Help identify gaps or opportunities within a customer’s current contract and understand requirements to successfully renew the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate to drive customer retention and pricing strategy.
Functional Knowledge, Skills, and Competencies: