• Business Development Executive, Data Management

    Job Location(s) US-CA-Hollywood | US-AZ-Phoenix
    Requisition #
    2019-23425
    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

    The Business Development Executive role is responsible for driving net new sales and revenue from prospective and existing customer accounts for our Data Management services. Sell Iron Cloud, tape archive, Secure IT Asset Destruction (SITAD), and digital transformation solutions through prospecting, networking and executing on account plans and marketing initiatives to increase Iron Mountain footprint within assigned accounts and new business resulting in revenue growth and quota attainment.

     

    • Assess prospective and assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions.
    • Develop and implement 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.
    • Build customer relationships through strategic conversations to understand organizational business objectives and goals.
    • Continuously prospect to develop net new clients, which includes expanding existing relationships and products of assigned accounts. Maintain a consistent ‘pipeline’ that enables meeting and exceeding quota attainment.
    • Responsible for final account sales and revenue growth through leading negotiation process and ensuring an acceptable on time outcome from a solution proposal, pricing, profitability and liability for accounts to meet and exceed quota attainment.
    • Responsible for identifying, selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts
    • Work to partner with the customer on net new opportunities and work through negotiated and RFP sales processes. Must understand customer requirements in order to successfully negotiate the contract, partnering with other Iron Mountain departments as necessary.

    Qualifications

     

    • Candidates must have a strong background and knowledge of data management solutions (cloud, tape archive, secure IT asset destruction, solutions), strategic account management, sales process and solution selling
    • 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
    • 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
    • Ability to develop, maintain and present to senior level management within their customer base
    • Create demand by understanding specific vertical market business challenges, delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment
    • Ability to present to senior level management
    • Total travel up to 25%
    • Education: 4-year College Degree
    • Experience: 5 – 10 years

     

     

     

    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.