Iron Mountain Director, Sales Strategy and Growth Initiatives in Boston, Massachusetts
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesn’t just embrace what’s exceptional. It creates exceptional.
The Director, Sales Strategy and Growth Initiatives is a proven strategist and technology leader who is highly skilled in developing and operationalizing strategic plans and achieving buy-in from key executive stakeholders. Responsible for accelerating and improving sales performance and execution. Works with executive stakeholders to develop and execute strategic initiatives and tactical growth plans enabling the business to exceed financial targets. This leader will report to the SVP of NA Commercial Sales and provide support in running the sales organization. The NA Commercial Sales Organization has a multi-segment structure that encompasses a Sell All model that includes a diverse product line that requires a solution selling approach.
SVP Sales Support - Review of monthly Sales Performance, Assist in developing presentations for Senior Management Business Reviews, Assist in VP Call Agenda development of pertinent topics, lead initiatives as assigned by SVP.
Annual Development of NA Sales Strategy ( Strategy on a Page) and Identification of key initiatives that are aligned with Sales Goals. Dev Develop and execute against a working document with key milestones Working document with key milestones that support the Sales Strategy.
Sales Sector Support - works with the Sales VPs within the NA Commercial Organization to understand needs for each sector – National, Verticals and Inside Sales. Assist in identifying obstacles and opportunities to develop initiatives that drive change.
Revenue Management - Sales Interface for Quarterly Price Increase, Renewals, Service Charges and development of customer incentive programs such as IPP and Cubenomics .
Product Management - Sales Interface to support new product launches such as File Room, Pallet Storage, InSight, Bundles, SITAD etc. This requires cross functional support for each of the product line areas - RM, DM, SS GDS etc. Attend scheduled calls for each function group and handle follow up actions
Project Services - Sales Interface for development of offerings catering to customer needs such as Clean Start Program
Sales Initiatives - this is a broad category where initiatives are developed to drive market opportunities with Marketing and specific product managers from various product line areas.
Global Strategic Accounts - Monthly interface with GSA Senior leaders to ensure coordinated efforts with NA Commercial Sales
Operational Support for initiatives such as SLA Changes that are implemented through the Sales Team
Global Interaction - Sharing best practices that can be adopted in different areas - primary focus is currently with Canada and Europe
Functional Knowledge, Skills, and Competencies:
Minimum of 10 years of sales or sales operations experience.
Demonstrated understanding of the Digital Sales Environment.
Ability to identify and track metrics that demonstrate improvements in sales productivity
Excellent communication skills including public speaking, presentations, teaching, facilitating, and writing, as well as listening and interpretation skills
Broad base of business skills including: corporate strategy, planning processes, marketing, and finance/accounting
Ability to apply critical analytic skills to advance complex projects with high strategic importance and exposure
Ability to forge relationships across internal organizations and build consensus amid competing priorities
Experienced, motivated senior leader who is collaborative and experienced in working in a matrixed organization
Solid problem-solving and analytical skills (i.e., operational metrics, product metrics, revenue metrics, program metrics)
Comfort in a rapidly changing environment with competing and shifting priorities
Strong sense of urgency and results orientation
Ability to work well in a team environment
High degree of professionalism and integrity
Bachelor’s/Master’s degree in Business, or relevant field
Ability to travel up to 50%
Iron Mountain is an equal opportunity employer, and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, marital status, age, sexual orientation, disability, veteran status or other legally protected classifications under applicable federal, state, or local laws in making employment decisions.
Category: Sales Group
Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.
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