Job Information
Iron Mountain VP Global Channels & Alliances in Boston, Massachusetts
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you’ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you’ll be part of a global workforce that embraces the differences among us. And here, we’ll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can’t wait to hear about YOU.
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The Opportunity
In support of the strategic investments and growth potential in our ALM business, Iron Mountain is seeking an experienced Vice President to lead our newly formed GTM capability with Indirect Channel Partners. Reporting directly to the SVP & GM for Iron Mountain’s Upstream Commercial ALM business, the VP, Global Channels & Alliances will define, build, grow, and lead the global go-to-market channel strategy and team necessary to provide clients around the world with unmatched end-to-end IT asset disposition and lifecycle management services & solutions.
Working in close partnership and collaboration with the Global Head of Upstream Sales & Client Service, Operations, Marketing, and Downstream Sales , the VP, Global Channels & Alliances will be integral to both scaling our business (from an approximately $500M business today to $4B+ by 2025) as well as to achieving our vision of becoming the global leader in IT asset lifecycle management. More specifically, the VP, Global Channels & Alliances will be responsible for driving revenue growth through relationships with strategic key partners (OEM, GSI’s, Resellers, National Service Providers….) focusing on corporate IT device and Hyperscaler/ Data Center segments, which today represent a $10B market opportunity globally, expanding to $20B+ by 2026.
In order to accomplish these objectives, this strategic, market-facing leader will possess in-depth experience leading global, indirect channels in the technology sector and will be obsessed with uncovering unmet indirect partner needs and with defining/offering solutions that create business value. This position requires a track record of driving significant double-digit growth at large scale within complex, multi-faceted businesses as well as the ability to collaborate and navigate across a global, highly matrixed environment. The organizational skills and strategic mindset to both define a new role and succeed in it will also be highly critical. This role will build and lead—through motivation and inspiration—a team consisting of regional, global, and industry-specific channel sales specialists.
The Role and Responsibilities
Develop the Indirect Strategy
Define and build the go-to-market strategy, capabilities, organization, and team necessary to penetrate the enterprise and middle-market customer segments globally via indirect channels
To include routes to market such as OEMs, global system integrators (GSIs), hardware leasing providers, managed service providers (MSPs), and value-added resellers (VARS).
Create partner and segment-specific strategies and account plans that collectively deliver our growth objectives on a multi-year and annual basis.
Strategically drive indirect propositions, pricing and promotions, competitive landscape assessments, and commercialization of solution innovation to create marketplace impact and generate awareness, consideration, and conversion of service/solution offering.
Monitor trends, competitive landscape, and emerging needs—specific to the market and across geographies—to maximize value creation and returns for our business and partners and to inform ALM strategy and innovation.
Develop a deep understanding of the indirect ecosystem and business strategies to ensure ALM solutions are tailored to their current and future unmet needs.
Grow the Market
Develop a comprehensive indirect go-to-market plan with clearly defined segments, geographies, and priorities for investment and return.
Seek and partner with routes to market to include OEMs, global system integrators (GSIs), hardware leasing providers, managed service providers (MSPs), and value-added resellers (VARS).
Establish and nurture excellent relationships across all key partners and ecosystem participants.
Act as a thought and industry leader in the ALM partner ecosystem, expanding the addressable channels and helping companies around the world achieve their sustainability objectives.
Build the Global Team
Build and lead a high-performing, globally dispersed channel organization aligned to meeting the demands of ALM’s commercial strategy and imperatives.
Establish and support clear accountabilities, responsibilities, and goals within the commercial organization.
Build connectivity and collaboration with the broader ALM and Iron Mountain organizations, helping to ensure optimum results can be achieved.
Commensurate with the demands of a high-growth business operating at scale, create a high-performance culture supporting a drive for results that is underpinned by an environment of personal accountability, collaboration, and entrepreneurialism.
With intention, create an inclusive, equitable, and diverse team and culture within the global commercial team, leveraging people’s unique strengths and differences to drive better outcomes and engagement.
Lead Commercially
Lead weekly, monthly, quarterly sales cadence meetings that focus on improvements in sales pipeline, bookings, and billings; ensure sales rep productivity improvements quarter-on-quarter and year-on-year.
Create a continuous improvement organization with improved cycles to revenue at higher value to Iron Mountain and to the partner.
Build and execute value-based pricing initiatives involving a deep understanding of the end-to-end supply chain demands of downstream customers.
Working with Marketing and Product, define and implement sales plays and relationship plays across partner segments and specific personas.
Spend 40%+ of time “in the field” with partners in order to drive top-to-top relationships, increase stickiness, define new opportunities and solutions, and close new business opportunities.
Develop a sustainable business underpinned by maximizing value to all stakeholders, including Iron Mountain and commercial clients.
Drive Results
Drive overall market growth, market share, sales, revenue, and profit performance specific to the commercial sales organization.
Meet all targets for sales and growth objectives including quarterly and annual revenue, bookings, billings, and pipeline goals; ensure execution of marketing and sales plays with excellence.
Establish a platform for continued growth and development for the business.
Apply and leverage cross border expertise and insights to maximize value creation and returns for the business and for our partners.
Deliver ethical business outcomes through values and behaviors aligned with those of Iron Mountain.
Year One Critical Outcomes
Define the indirect go-to-market strategy, capabilities, and organizational requirements; build the global team necessary to achieve these objectives.
Create strategy, account plans, and go-to-market needs to hit revenue expectations.
Create a sales and operational cadence that enables and propels the organization forward.
Within four quarters, demonstrate ability to consistently achieve sales objectives and to secure large partners.
As a high-performance, inclusive, and commercial leader, demonstrate success not only within ALM but across Iron Mountain.
The Ideal Candidate Characteristics & Credentials
ALM is seeking to appoint a proven channel growth leader with a strong entrepreneurial drive and a proven global channel sales leadership capability to scale a fast-growing, innovative global market segment. Essential experiences and attributes include:
Proven success achieving scaled, sustainable exponential business growth internationally or across regions, demonstrating sales growth of $500m+.
15+ years’ experience in the technology sector in a strategic, indirect function building, defining, and establishing global markets and strong partnerships.
Specific experience selling into OEMs, global system integrators (GSIs), hardware leasing providers, managed service providers (MSPs), and value-added resellers (VARS) preferred.
Strong empathy for partners and passion for revenue and growth.
An aptitude for uncovering untapped market opportunities and being able to generate demand.
Excellent market development, business development, sales, and account leadership skills coupled with excellent networking and relationship skills.
Experience in managed technology services environments involving lifecycle supply and refresh of technology.
Established C-level relationships in key OEM and GSIs.
Excellent commercial management, negotiation, and stakeholder management skills gained at both an executive level and in the front lines of scaled, complex partner negotiations. Deep experience and networks internationally.
Executive disposition, energy, drive, professionalism, and the broader leadership qualities essential to building engaged teams and creating followership internally and externally.
Proven success building high-performing teams, leading global organizations across markets, regions, and segments.
Ability to lead with inspiration and a sense of urgency, to develop a culture where individuals and teams are driven to win, to hold others accountable for achieving goals, and to lead from the front while bringing people along.
Proven design thinking background and program implementation with a demonstrated desire for continuous learning and improvement.
Enthusiastic and creative leader with the ability to inspire others.
Excellent communication and presentation skills at the executive level.
Bachelor's degree required; Master's degree or equivalent experience in related field preferred.
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.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement,CLICK HERE
Reasonable Accommodation
Iron Mountain is committed to working with—and providing reasonable accommodations to—individuals with physical and mental disabilities. If you are a qualified individual with a disability or a disabled veteran, you have the right to request reasonable accommodation if you are unable or limited in your ability to use or access the Iron Mountain Careers website as a result of your disability. We will make a determination on your request for reasonable accommodation on a case-by-case basis.
Category: Sales
Iron Mountain Incorporated, founded in 1951, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world in approximately 50 countries, 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, as well as 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.
Our Cores Values and Code of Ethics are our north star. They provide a solid base for how we do business and behave every day, so each one of us can experience exceptional.
If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to accommodationrequest@ironmountain.com. See the Supplement to learn more about Equal Employment Opportunity.
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.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE
Requisition: J0055478