• Business Development Representative, Federal (Outside Sales)

    Job Location(s) US-VA-Reston
    Requisition #
    Work From Home (Virtual)
  • Overview

    Iron Mountain Incorporated (NYSE: IRM), founded in 1951 and #390 in the rank of Forbes 2018 America’s Best Employers,  is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world, and with a real estate network of more than 85 million square feet across more than 1,400 facilities in over 50 countries, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts. Providing solutions that include information management, digital transformation, secure storage, secure destruction, as well as data centers, cloud services and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a more digital way of working. Visit www.ironmountain.com for more information.

    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.



    This position is for entry-level sales Business Development Representative assigned to Iron Mountain Government Solutions covering small US Federal government customers and a few US Federal systems integrators accounts.   Ideally, a candidate will have experience working within the US Federal government marketplace either as an inside sales representative or as outside field sales representative and would like more career growth.


    • The Business Development Representative assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions including:


      • Development and implementation of strategies and business plans through understanding the customers, their strategic plans, decision-making channels, and procurement preferences.
      • Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new account.  
      • Actively participates in marketing campaign initiatives in demand and field program execution. - To increase the net new revenue stream, builds customer relationships through strategic conversations to understand organizational strategic objectives and goals, key customer decision maker(s) to structure partnership strategy as it relates to customer requirements. 
      • Ensures frequent communication to enable superior customer satisfaction and to keep customer educated on emerging industry trends related to customer’s organizational information management needs.
      • Maintains a consistent ‘pipeline’, which enables meeting and exceeding quota attainment and retirement.
      • Supports activities to support pipeline and account activity include managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings
      • Candidate will work to keep current on market and federal industry trends by being active within federal industry associations, attending tradeshows, reviewing whitepapers etc.



    • Minimum of 1-3 years of direct or indirect sales experience in the services based industry or equivalent
    • Federal systems integrator indirect/direct sales experience  is required.
    • Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company.
    • Ability to work cross functionally within a matrixed environment
    • Security clearance is preferred but not mandatory.  
    • College degree or equivalent (or working on a degree) mandatory


    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.