• Business Development Executive - Data Center

    Job Location(s) US-VA-Richmond
    Requisition #
    2019-22897
    Category
    Sales
    Type
    Full-Time
    Work From Home (Virtual)
    Yes
  • Overview

    Iron Mountain Data Centers, a division of Iron Mountain incorporated (NYSE - IRM), is a leading provider of data center solutions and colocation services. The company’s global portfolio of purpose-built data centers addresses the exacting requirements for multinational enterprises across multiple sectors, including Finance, Public/Federal, Social, Analytics, Cloud, SaaS, Network, Content, Managed Services, eCommerce and Healthcare. Iron Mountain data center services include dedicated data centers, private data center suites, secure cages, individual cabinets, carrier-neutral network interconnection services, remote hands and more. For more than 30 years, discerning colocation customers have chosen Iron Mountain data center services as the safe choice based on our proven track record in client service excellence, established reputation in security & compliance leadership, maximum efficiency, and predictable results. Visit www.ironmountain.com/data-centers for more information.

    Responsibilities

    Iron Mountain Data Centers is searching for high performing, acquisition oriented, sales professionals to join one of the fastest growing segments in IT infrastructure. We believe accelerating trends in both data center outsourcing and explosive growth in the interconnection market will provide outstanding career opportunities for data center sales professionals into the next decade and beyond.

     

    Position Summary:

    • Develops new sales opportunities by positioning the Iron Mountain global data center platform into assigned local market, with a strong focus on targeting opportunities within the Finance, Healthcare, Cloud, SaaS, Network, Content, eCommerce and Managed Services sectors.
    • Exceeds quarterly sales targets in the range of £250k to £350k net new ARR by employing a direct/B2B sales approach focused on new business acquisition (i.e. - not retention) from both new logo and existing clients.
    • Employs a consultative sales approach across all levels of the client decision-making spectrum, with a keen focus on developing executive level client relationship(s).

     

    Responsibilities:

    • Prospect for new clients primarily through direct/B2B outbound prospecting efforts, and by working with partners & agents as a secondary source.
    • Manage the client engagement cycle from prospecting, to proposal through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients.
    • Positions Iron Mountain Data Centers at multiple decision making levels and across with various internal client organizations within sales module.
    • Negotiate pricing and commercial terms directly with clients.
    • Oversee client satisfaction of client and prospect base including, but not limited to, sales orders, moves, adds, changes, billing, implementation, service issues, SLA’s, and contractual terms.
    • Develop detailed strategic account development plans, including positioning matrix and revenue forecasting. Manage opportunity funnel in Salesforce.com to 100% accuracy.
    • Stay current with new Iron Mountain Data Centers propositions and service offerings, keeping up to date with the new Service Portfolio and market trends.

    Qualifications

     

    • At least 7-10 years of quantifiable experience in direct, B2B, relationship driven, new logo acquisition sales in data centers, cloud solutions, IT services, telecommunications, or related technology verticals.
    • Demonstrable experience in complex, executive level selling and relationship development within global clients operating complex, matrix driven, organizational structures.
    • Proven ability to assess customer business issues, requirements and budget constraints and prescribe solutions.
    • Excellent knowledge of big data trends (Internet of Things, Artificial Intelligence, Cloud Adoption, Social Media, Content). Strong understanding of the data and mobile communications industry.
    • Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions.
    • Evident proficiency in articulating key drivers and use cases for moving workloads from Public to Private Cloud.
    • Strong understanding of competitive Data Center Exchanges and network providers offering Cloud Connection.
    • Compelling, IaaS, SaaS and Private Cloud Connection product knowledge.
    • Strong communicator who must be able to analyze complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc.
    • Ability to communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders. 
    • Technical selling requiring cross functional coordination of engineering, product, marketing and operations teams.
    • Sales training experience in MEDDIC, SPIN, Holden Power Based Selling, Miller Heiman, or similar sales programs.
    • Self-motivated, independent work style with superior lead generation skills.
    • Salesforce.com knowledge a plus.
    • Competitive intelligence on the colocation and managed hosting space a plus.
    • Knowledge/ experience in the cloud space a plus.
    • Strong corporate and boardroom image a plus.

     

     

    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

     

    Every Iron Mountain employee has an obligation to promptly report issues and violations.

    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.