Iron Mountain Senior Business Development Executive in Reston, Virginia

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.

Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.

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.

Responsibilities

This position is for a Senior Sales Business Development Executive assigned to the Department of Veterans Affairs, one of Iron Mountain Government Services largest federal customer. Ideally, a candidate will have significant experience working with the Veterans Health Administration, Veterans Benefits Administration and National Cemetery Administrations customers as well as partners and other related groups and organizations supporting our nations Veterans.

Senior Business Development Executives focus on selling to drive net new revenue within this customer base (cross selling, new product lines, new locations and up selling) through prospecting, networking and executing on marketing initiatives to increase our footprint within their assigned account base resulting in revenue growth and quota attainment. With a focus on Total Customer Satisfaction, the Senior Business Development Executive will also proactively manage business growth within the account base to increase the customer spend, assigned customer programs through new opportunity identification, upsell execution, renewal strategy, and issue management. The Senior Business Development Executive will be supported by Client Development Executives that will provide customer support.

  • Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions.

  • Develops and implements 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 (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.

  • Maintains a consistent ‘pipeline’ which enables meeting and exceeding quota attainment.

  • 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

  • Responsible for final account profitability through leading negotiation process and ensuring an acceptable on time outcome from a pricing, profitability, compliance, operational, and SLA perspective for accounts to meet and exceed quota attainment.

  • Candidate will work to keep current on market and federal industry trends by being active within federal industry associations, attending tradeshows, reviewing whitepapers etc.

Qualifications

  • Must have a minimum of 5 years sales experience, preferably selling to the Department of Veterans Affairs and its contracting base including integrators, resellers and other companies in the ecosystem.

  • Minimum of 5 years of direct sales experience in the services based industry or equivalent

  • 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 matrix environment

  • Security clearance is preferred but not 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

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.

Job Location(s) US-VA-Reston

Requisition # 2017-15702

Category Sales

Type Full-Time