Iron Mountain Business Development Executive, Data Center Sales in Phoenix, Arizona
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 Executive, Iron Mountain Data Centers, is a role that requires a self-driven, acquisition oriented sales professional who has a proven track record of delivering sales results in one of the fastest growing segments in IT infrastructure. The BDE will position Iron Mountain Data Centers to capitalize on accelerating trends in both data center outsourcing and explosive growth in the interconnection market.
The right candidate will:
Develop new sales opportunities by positioning the Iron Mountain global data center platform into the assigned local market, with a strong focus on targeting opportunities within the Finance, Healthcare, Insurance, Cloud, SaaS, Content, eCommerce, Managed Services and Manufacturing verticals.
Exceed quarterly sales targets by employing a direct/B2B sales approach focused on new business acquisition (i.e. - not retention) from both new logo and existing clients.
Employ a consultative sales approach across all levels of the client decision-making spectrum, with a keen focus on developing executive level client relationship(s).
Prospect for new clients primarily through direct/B2B outbound prospecting efforts, and by working with partners, agents and brokers as indirect lead sources.
Manage the client engagement cycle from prospecting, to proposal through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients.
Position Iron Mountain Data Centers at multiple decision making levels and across various internal client organizations during the sales cycle.
Negotiate pricing and commercial terms directly with clients.
Oversee satisfaction of client and prospect base including, but not limited to, sales orders, moves, adds, changes, billing, implementation, service issues, SLA’s, and contractual terms.
Develop detailed strategic account development plans, including positioning matrix and revenue forecasting. Manage opportunity funnel in Salesforce.com to 100% accuracy.
Stay current with new Iron Mountain Data Centers propositions and service offerings, keeping up to date with the new Service Portfolio and market trends.
Key Skills, Requirements and Competencies:
At least 7-10 years of quantifiable experience in direct, B2B, relationship driven, new logo acquisition sales in data centers, cloud solutions, IT services, telecommunications, or related technology verticals.
Demonstrable experience in complex, executive level selling and relationship development within global clients operating complex, matrix driven, organizational structures.
Proven ability to assess customer business issues, requirements and budget constraints and prescribe solutions.
Excellent knowledge of big data trends (Internet of Things, Artificial Intelligence, Cloud Adoption, Social Media, Content). Strong understanding of the data and mobile communications industry.
Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions.
Evident proficiency in articulating key drivers and use cases for moving workloads from Public to Private Cloud.
Strong understanding of competitive Data Center Exchanges and network providers offering Cloud Connection.
Compelling, IaaS, SaaS and Private Cloud Connection product knowledge.
Strong communicator who must be able to analyze complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc.
Ability to communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders.
Technical sales requiring cross functional coordination of engineering, product, marketing and operations teams.
Sales training experience in MEDDIC, SPIN, Holden Power Based Selling, Miller Heiman, or similar sales programs.
Self-motivated, independent work style with superior lead generation skills and Salesforce.com management skills.
Competitive intelligence on the colocation, cloud, and managed hosting space a plus.
Strong corporate and boardroom image a plus.
This job description is not meant to be an all-inclusive statement of every duty and responsibility of the jobholder. Certain features of this job are described in the above headings, but are not necessarily limited to the above written statements. They may be subject to review. All positions within Iron Mountain may include other duties as assigned.
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.federal, or local law.
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 email@example.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