• Manager, Revenue Management, Records Management

    Job Location(s) US-GA-Atlanta
    Requisition #
    2018-18595
    Category
    Finance
    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.

     

    Responsibilities

    The global revenue management team supports revenue and profit growth by setting a value-driven price strategy, by partnering with Product Management, Sales, Operations, and other functions around the world to lead pricing decisions, and by identifying price growth opportunities through customer discussions and data analytics. Within our core business data storage business we offer a series of support services – providing customers guidance and support in the bridge between physical and digital business documents.  This role supports our growth of this portfolio of services.

     

    The Manager role will support the global growth of this business across several different areas:

     

    • Intellectual Property Management: renewal price increase management, subscription bundling, strategic renewals, & deal support for a business providing software escrow services
    • Document Management Solutions: evaluating large opportunity price strategy and deal support for a business providing global digitization services
    • Governance: bundling strategies, value pricing, renewal strategies, pricing tool development & maintenance for a business providing advisory services on document retention policies
    • Special Projects: deal support, value vs. cost-plus pricing approaches, and pricing tool development & maintenance for a business providing custom on-site records management projects

     

    The manager will develop pricing strategies to help us grow this business, with a short-term goal of delivering over $1mm in direct revenue impact in 2019. Working with multiple stakeholders, the manager will streamline the sales process, developing standard selling tools that relate our transactional prices to customer value and simplify the proposal pricing and approval process.  For long-term renewable services, the manager will evaluate the annual renewal process to improve customer retention while accelerating revenue growth.  The role covers product price strategy, pricing policies designed to attract and win new customers, and contract renewal pricing. 

     

    This role is an important part of our commitment to excellence in revenue management and our ability to deliver sustained annual profit growth.  This also offers an opportunity to work with general managers and stakeholders across our global organization, and with customers in the arts and entertainment industries. The role works with a high-performing global revenue management team, recognized by executives and Wall Street as one of the keys to Iron Mountain’s success.  Key stakeholders include Sales, through which deals are priced and executed, Finance as a source of performance data, IT as we design and implement new pricing tools, Marketing as we identify sources of customer value and growth strategies, HR as we develop training and reward measures, Communications as we build value-based messaging, and other executives across the organization.

     

    Ideal Capabilities

    • 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
      • Ability to design, construct, analyze and explain insightful analytics models
      • Able to recognize and identify trends and drivers, and distill them into insightful analysis
      • Speak statistics – pivot tables, correlation, Tableau or Qlikview, Customer Relationship Management system experience, price optimization tool exposure – all highly valued
    • 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.
      • Maturity – Ability and desire to interface with executive management
      • Multi-disciplinary capability – the ability to interact across functions and cultures
    • Program leadership – the ability to independently lead multiple projects from strategy to implementation – independence highly valued
    • Knowledge of the Data Management industry – the ability to act as a business partner to the experts in the Data Management team

    Qualifications

    • Bachelor’s degree; Master’s degree preferred – especially business, statistics, economics, or behavior
    • Certified Pricing Professional recognition highly prized
    • 7+ years’ business experience, with a passion for pricing; interest in the arts will make the role more exciting
    • 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

     

    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