Iron Mountain Inside Sales Manager - DM Sales Development in Collegeville, Pennsylvania

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.

Iron Mountain Canada is an employer broadly committed to providing an inclusive work environment that welcomes all people. Globally, we believe it is our diversity that contributes to our companies’ shared success. We work hard always to avoid discriminating on any grounds other than capability to perform the requirements of the job.

Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Responsibilities

The Sales Development Representative (SDR) and Tactical Sales Unit are phone based roles. The SDR team is responsible for passing Sales Qualified Leads (SQL) and influencing net new sales and revenue from prospective Data Management targets. The focus will be on selling DM’s solutions through prospecting, networking and executing on marketing initiatives to increase Iron Mountain footprint within named BDE IMGA accounts and targets, resulting in revenue growth and divisional quota attainment. The TSU team is responsible for being a Sales Resource for their assigned region as well as a sales closer specifically for Secure IT Asset Disposition services. The manager of the TSUs & SDRs will lead the team by performing the following:

Key Responsibilities:

  1. Coach team to Engage in outbound prospecting and drive penetration of IMGA targets

• Works with SDR to team with assigned BDE’s to drive new business within assigned IMGA account base. Assesses assigned IMGA’s current and potential DM needs, determining appropriate Iron Mountain products and solutions. Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for clients 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 accounts.

  1. Monitor Lead Management

• Monitor process and SLA’s on how SDR can build credibility and relationships through strategic conversations to understand organizational business objectives and goals from Inquiry and MQL that are assigned to BDE’s. Acts as industry expert to the customer as first point of contact. Ensures fast response to meet internal SLA’s and customer expectation of timely and quality response. Employs appropriate methods of lead management for tracking and reporting.

  1. Strategic Account Planning and Pipeline Development:

• Continuously prospects to develop net new clients, as well as expands existing relationships and products of assigned BDE IMGA’s. Maintains a consistent ‘pipeline’ of activity that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing timely detailed responses to roll outs, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of DM product offerings.

  1. Account Sales & Revenue Growth:

• Responsible for assisting BDE’s with closing smaller transaction and territory coverage by leveraging an inside/ outside sales overlay.

• The BDA must understand customer requirements and contracts while partnering with other Iron Mountain departments. May be required to perform customer needs and service analysis, and communicate pricing programs where appropriate.

Requirements:

  • Candidates must have a strong background and knowledge of prospecting skills and ability to coach SDR’s on how to follow a defined sales process and solution selling map.

  • Must demonstrate proficiency with MS Office and Salesforce.com systems.

  • Coach SDR on prospecting skills on how to sell to net new customers and selling Iron Mountain DM services via the phone.

  • Must drive SDR’s to meet and exceed key activity metrics.

  • Must Drive TSU’s to meet and exceed regional SITAD Quota Targets.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.

Qualifications

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

  • Experience developing effective business relationships with all levels of internal and external client management

  • Must possess, strong oral, written, presentation, and interpersonal skills and possess characteristics that demonstrate ethical professionalism, assertiveness as a "doer", always "selling", adapts quickly to change, and as a catalyst influencing others

  • Must be able to organize and manage sales campaigns that may include various cross functional support from operations and/or marketing

  • Internet (prospecting / research)

  • IMpact/Siebel or comparable sales force automation tool

  • Outlook (email / calendar / tasks)

  • PowerPoint (presentation development)

  • Enterprise IT infrastructure / application knowledge

  • Writing skills

  • Prospect / qualification process

  • Ability to present to senior level management

  • Development of networking partners

  • Phone skills

  • Negotiation skills

  • Proposal development

  • Account / relationship management

  • Proven ability to close (history of exceeding quota)

  • Effective Questioning techniques

  • Proficient with oral and written communication

  • Goal setting (career / personal)

  • Responsive to internal customer (Sales/Marketing) needs

  • Effective communicator

  • Successful adapting to change

  • Attention to detail (both oral and written)

  • Organized though process to sales strategy

  • Administrative organization (record keeping, reports)

  • Demonstrates professionalism

  • Team selling approach

  • Effective time & prioritization management

  • Industry and or company knowledge

  • Practical use of Sandler or comparable sales process

  • Ability to build cross divisional sales strategies

  • Sells beyond product / service to offering solutions

  • Knowledge of the SMB segment

  • Ability to demonstrate creative thinking

  • Ability to present to small and large groups

  • 10% Travel focused on training, and meetings

  • The ideal applicant will have current experience in Inside Sales

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 # 2018-18841

Category Sales

Type Full-Time