• Business Development Associate, DM

    Job Location(s) US-PA-Collegeville
    Requisition #
    2019-23238
    Category
    Sales
    Type
    Full-Time
  • 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.

    Responsibilities

    Job Summary: The Business Development Associate (BDA) is a phone based role, that is responsible for driving net new sales and revenue from prospective and existing customer accounts via inbound and outbound sales efforts.  The BDA sells cloud backup, disaster recovery, tape archive, IT data destruction, and more solutions into the SMB market through prospecting, networking and executing on marketing initiatives to increase Iron Mountain footprint, resulting in revenue growth and quota attainment. 

    1. Outbound Prospecting & Pipeline Development:

    Outbound Prospecting into the unassigned space to drive a pipeline of opportunity. Maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include: outbound sourcing via dedicated calling efforts, managing customer inquiries in timely detailed manner, tracking activity in SFDC, forecasting, conducting competitive research, and knowledge of IRM product offerings

    1. Respond to Inbound Marketing Inquiries and qualify selling opportunities

    Assesses prospective customer’s current and potential needs, determining appropriate Iron Mountain products and solutions. Develops and implements strategies and business plans through understanding the clients business model, planning and decision making channels from understanding the customer's value proposition and ability to explain how they differentiate themselves in the marketplace.   Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for clients 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 accounts.

    1. Account Sales & Revenue Growth:

    The BDA will work to partner with the customer on net new opportunities and work through Negotiated sales processes. The BDA must understand customer requirements in order to successfully negotiate the contract, partnering with other Iron Mountain departments as necessary.  Negotiate pricing and SLA as appropriate.  May be required to perform customer needs and service analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, as well as lead and contribute to proposal responses process.

    1. Customer Management and Teaming Efforts

    Builds customer relationships through strategic conversations to understand organizational business objectives and goals. Understands and influences a wide range of customer stakeholders (including Iron Mountain channel partners) while acting as industry expert to the customer.  Partners with key customer decision maker(s) to structure business strategy as it relates to customer requirements (service level expectations, training of IM solutions, FBR structure/timetable).  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. Employs appropriate methods of persuasion when soliciting agreement. Teams appropriately across IRM business partners and other sales partners to ensure quota attainment is met and exceeded.

    Qualifications

    Functional Knowledge, Skills, and Competencies:

    • Prospect new customers and existing customers, selling Iron Mountain services via the phone.
    • Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.
    • Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
    • Must exhibit excellent written, oral and presentation skills through power messaging.  
    • Candidates must have a strong background and knowledge of sales process and solution selling.
    • Must demonstrate proficiency with MS Office and Salesforce.com systems.
    • Must meet and exceed key activity metrics.
    • Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making.
    • Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company.
    • Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues

    Business Expertise:

    • Possess a thorough understanding of strategic selling methodologies.
    • Self-motivated and self-directed.
    • Proven ability to meet and exceeding quota targets.

    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.