• Manager, Data Center Revenue Management

    Job Location(s) US-MA-Boston
    Requisition #
  • Overview

    Iron Mountain Incorporated (NYSE: IRM), founded in 1951 and ranked as a 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, 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, 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 digital way of working. Visit www.ironmountain.com for more information.


    Our success in achieving the growth objectives of Iron Mountain depends upon our ability to derive fair, consistent pricing for the value of our services.  The Revenue Management team is responsible for directing price strategy, tactics, and implementation to enable us to achieve our revenue and profit targets.


    The responsibilities of this role are to support Iron Mountain global revenue growth, applying your expertise in creative analytics and pricing with business partners across the Data Center organization. 


    Iron Mountain has recently invested in a state-of-the-art price management tool and other resources to improve our ability to offer customers fair, consistent, and disciplined pricing.  This role is an important part of our commitment to excellence in revenue management.  This also offers an opportunity to work with general managers and stakeholders across the entire organization, globally and every function, since effective price management demands integration from each function.


    This role focuses on the Data Centers business, where we have invested heavily in over the past 18 months as we launch a new service to our hundreds of thousands of business customers. 


    This role will support the global growth of this business. 


    Deliverables will include:

    • Market forecast & budget – develop outlook for market price trend, relate to existing customer renewal schedules, build outlook for price increases and decreases by year
    • Renewal strategy & operations – support large account renewal strategy, set target prices for renewals aligned with budget, implement price adjustments
    • Fee implementation – identify appropriate fees based on services delivered, customer value, and peer fees; focused 2020 implementation of Cross Connect fee
    • Performance measurement – develop net revenue growth performance analysis, relating market price erosion and IMDC price performance
    • Bundling strategies – Identifying customer solutions to simplify purchasing complex packages of services within our Data Centers portfolio, or creating differentiated bundled solutions including all Iron Mountain’s businesses
    • Pricing tools - developing standard tools to establish a target price for individual customer transactions, based on differential customer value and peer pricing trends, with clear approval rules and processes; dashboards to build negotiating stories; and reporting tools to measure performance and identify opportunities

    Ideal Capabilities

    • Program leadership – the ability to independently lead multiple projects from strategy to implementation – independence highly valued
    • 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, 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


    Job Requirements

    • 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
    • Advanced proficiency
    • G Suite (Preferred)
    • Tableau
    • 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


    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.

    Iron Mountain Canada is an employer broadly committed to providing an inclusive work environment that welcomes all people. Globally, we believe it is our diversity that contributes to our companies’ shared success. We work hard always to avoid discriminating on any grounds other than capability to perform the requirements of the job.

    Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.