Iron Mountain Inbound Business Development Associate in Harrisburg, Pennsylvania
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.
The Business Development Associate (BDA) is a phone-based role that is responsible for driving net new sales and revenue from prospective and existing customer accounts within their respective segment. Sells solutions through prospecting, networking and executing on account and marketing plan initiatives to increase Iron Mountain footprint within accounts resulting in revenue growth and quota attainment.
Respond to Inbound Marketing Inquiries and qualify selling opportunities; Assesses prospective customer’s current and potential needs, determining appropriate Iron Mountain products and solutions. Develops and implements strategies and business plans through understanding the clients business model, planning and decision making channels from understanding the customer's value proposition and ability to explain how they differentiate themselves in the marketplace. 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.
Relationship Management ; Builds customer relationships through strategic conversations to understand organizational business objectives and goals. Understands and influences a wide range of customer stakeholders (including Iron Mountain channel partners) while acting as industry expert to the customer. Partners with key customer decision maker(s) to structure business strategy as it relates to customer requirements (service level expectations, training of IM solutions, FBR structure/timetable).
Pipeline Development ; maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing customer inquiries in timely detailed manner, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.
Account Sales & Revenue Growth ; The BDA will work to collaborate with the customer on net new opportunities and work through negotiated sales processes. The BDA must understand customer requirements and successfully negotiate contract, collaborating with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate. May be required to perform customer needs and service analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, as well as lead and contribute to proposal responses process.
Key Skills, Requirements and Competencies:
Candidates must have a strong background and knowledge of strategic business development, sales process and solution selling
Must demonstrate proficiency with MS Office and Salesforce.com systems
Prospect new customers and unassigned existing customers, selling Iron Mountain services via the phone
Must meet and exceed key activity metrics
Demonstrate the ability to stay organized in a fast paced sales environment and stays focused on the details
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
Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
Possess a thorough understanding of strategic selling methodologies
Self-motivated and self-directed
Proven ability to meet and exceeding quota targets
Education: 4-year College Degree is preferred
Experience: 2 – 5 years
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.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE