Iron Mountain Channel Sales Manager, Data Management in Boston, Massachusetts

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

The Channel Sales Manager (CSM) will manage all aspects of identifying, scoping, creating, developing, negotiating and revenue achievement of net new channel partnerships for the Document Management Solutions (DMS) business. The goal of the position is to create and manage successful revenue generating relationships with technology, reseller & service provider companies, who can affect the movement of Iron Mountain DMS suite of products and services to end user companies and customers. Such DMS services include: Active File Solutions, Document Conversion Services, Digital Records Center for Images (hosting)The person will work closely with product management, product marketing, legal, operations, DMS and the sales organization to make sure the partnership strategy and resulting partnerships are properly focused and getting the appropriate mind share and resources for success.

The Channel Sales Manager will proactively address the needs of both the partner and Iron Mountain, and ensure that Iron Mountain resources are working in a coordinated fashion based on detailed and accurate information. He/she will demonstrate exceptional relationship skills in delivering the highest levels of customer satisfaction in what is a demanding, dynamic and rapidly changing environment.

Key Responsibilities:

Selling & Strategy—

  • Develop and execute a channel strategy for Document Management Solutions concentrated on opportunities in North America which may expand to a global reach.

  • Recruit, develop and acquire new prospective partners.

  • Develop relationships, design delivery models and negotiate agreements with third party reseller companies that effect direct and indirect sales of our products and potential value added services.

Transition—

  • Oversee all aspects of a “new to” Iron Mountain partner relationship, while working in conjunction to transition to the Channel Partner Program Manager.

  • Act as a team lead throughout the Channel Partner relationship with the Channel Partner Program Manager(s).

  • Assist in developing procedures and policies for the sales channel.

Communicate—

  • Proactively manage communication and facilitate information exchange regularly with VP, DMS Sales.

  • Proactively communicate to all team partners engaged in the selling and managing process. Formalized communication channels need to be established and regularly delivered to Senior Leadership across the globe.

Develop—

  • Keep current on technical changes on products as they relate to Iron Mountain and partner needs.

  • Interface with Iron Mountain and partner executives, internal product/project management team(s), support and operations to ensure Iron Mountain and partner deliverables on revenue opportunities.

Network—

  • Maintain key relationships globally in Operations, Sales, Product Management, Marketing, DMS, BPM, legal, etc in order to facilitate the sales process.

  • Expected travel minimum of 25%

Qualifications

  • Proven record of recruitment & development of channel partnerships.

  • Vertical market or indirect channel selling experience; contract negotiation and partner management skills desired.

  • Ability to lead or manage problem solving teams.

  • Effective prioritization, communication, verification and follow-up.

  • Excellent organization and communications skills both written and verbal are essential. This includes the ability to effectively provide presentations both within Iron Mountain and to our prospects/customers.

  • Demonstrable leadership and inter-personal communications skills

  • Sound working knowledge of technology-centric document management services and applications.

  • Very well organized with the flexibility to travel occasionally and at short notice.

  • Process and results driven

  • Flexible, adaptive and innovative

  • Excellent project management skills

Other Attributes:

  • Working knowledge of high-volume document outsourcing services as well as a general understanding of business process management procedures and techniques

  • Direct experience of working with cross-border transactions and/or multi-national client base

  • Presentation of verbal and written information to clients at all levels of an organization

  • Comprehensive experience and understanding of contract creation, implementation and delivery

  • Sound knowledge of data security in relation to client confidentiality and legislative compliance

  • Excellent client relationship skills ideally gained in BPO delivery

  • Evidence of understanding of delivering data services against complex client demands

  • High level of financial awareness ideally gained within high-volume/low-value product delivery programs

  • Experience of working in a large shared-services corporate environment

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.

Requisition # 2018-19011

Category Sales

Type Full-Time