Vice President, Enterprise Sales - East

Reports to (Vice President) SVP & Head of North America & Latin America Commercial

Purpose : The VP of Enterprise Commercial Sales is responsible for overall commercial, sales leadership and revenue growth for Enterprise Accounts in the US East portfolio for all of GRO including Records Management, Digital and ALM. The VP drives all commercial & sales efforts while overseeing the management of business development operations and strategy execution. The role is responsible for key sales activity metrics (Bookings, Pipeline, Pipe creation, Revenue etc) while collaborating with the rest of the organization to ensure that the segment financials & growth targets are met or exceeded.

Key Responsibilities / Accountabilities

● Responsible for the overall Bookings (M1, M3, M5 Quotas) & revenue growth for the Enterprise segment through a strategic approach to maximize upsell, cross-sell, and net new opportunities.

● Leads the broader Enterprise Accounts sales teams in the segment by setting challenging but equitable targets and books of business, develops and implements motivational tools, discusses career-path related opportunities, and works with Sales Directors to ensure our Matterhorn growth vision & strategies are implemented

● The Commercial leader will form and drive the Segment strategy collaborating with all of the resources required to succeed. Works closely with the Marketing, Sales Ops and IST to increase our Market share

● Collaborate with other teams (Marketing, Sales Enablement, External Advisors) to understand customer needs and build compelling and distinctive solutions that drive value for IRM and the client. Ensure that the team's account plans address advanced scenario planning including impacts resulting from changes in the customer's business strategy, product development pipeline, and M&A.

● Provide overall hands-on leadership to the team by building, motivating, training, coaching and developing a highly effective commercial team to meet the growing and changing needs of the customer. Lead the team as we embed a solution selling culture, build higher-level relationships through rigorous opportunity and Account Planning with our customers and seek to understand their challenges.

● Regularly assess business development plans, quarterly business reviews, contracts and reporting, gain an understanding of the key players in our global client relationships.

● Develop and implement a plan for gaining deeper trust and engagement of senior / executive management for both our clients and ourselves. Acting as the voice of the customer within the region, ensure proper customer service levels are maintained and we exceed customer expectations.

● Function as senior liaison within sales, solutions, implementation and delivery/ ongoing customer support functions to manage, escalate and resolve issues as appropriate. Define the goals for customer service levels and work

● Ensures Iron Mountain contract standard procedures are applied and maintained

● Ensures consistent execution of the Iron Mountain sales process via opportunity creation metrics and sales stage advancement results.

● Maintains best practices for the team and showcases what good looks like both internally and externally. Ensure consistent, timely, and high quality management reporting requirements as outlined by the SVP of Commercial

● Executes recruitment and training strategy and follows processes in place to attract and maintain sales talent. Routinely interacts with and consults with HR Leadership for all activities across the talent management spectrum as relevant for the segment

● Strives for transparent communication culture across all functional areas

● Works with Finance to drive Selling expenses to conform to budgetary requirements Key contacts Internal External ● Direct reporting line to SVP of Commercial

Experience

Bachelor’s Degree – Business degree or related field; MBA a plus

● At Least 10 years of sales experience, last 5 years in sales leadership

● Experience managing a National/Enterprise sales organization; Track record of meeting and exceeding revenue and profit targets

● Fluent in sales measurements and KPIs that drive sales performance; including lead and appointment generation, proper pipeline building, sales pipeline velocity, sales forecasting, bookings to billings ratios, and deal close ratios.

● Experience selling and negotiating at executive level in complex sales cycles to B2B clients

● Strong presentation and written communication competencies; CRM usage and computer proficiency a benefit

● Based in the USA, ability to travel at least 50%+ per week and month Skills and Competencies

● Results-oriented: focused on driving key results with urgency to move the market quickly, shows drive and manages performance in the team. Motivates the team to get great results.

● Executive Presence: creating new and strengthening existing executive level relationships to deeply understand motivations and preempt competitive inroads; coordinate the account team appropriately. Ability to create and maintain formal and informal networks.

● Talent and Organization Development: highly committed to and passionate about hiring, managing, developing and retaining talented employees within their immediate team. Creates a high-performance, sustainable team and function that drives the goals and objectives of the organization. Mentor the work of less experienced personnel enabling the strategic accounts organization.

● Collaborative: support and drive internal team building to get the right people involved at the right time to produce the best outcomes; lead planning sessions that foster new and useful ideas. Cross-functional, regional collaboration skillset and excellent executive communications skills. Ability to navigate and collaborate across a large global organization and deal with ambiguity.

● Customer Obsessed: expert at opportunity qualification in order to validate “fit for purpose” application of IRM’s offerings against defined customer strategic requirements. Strong presentation skills showcasing complex solutions and business case frameworks internally, and in the course of client presentations.

● Global Outlook: ability to operate in a global business, understanding the importance of cultural diversity while at the same time being able to drive effective change across different cultures.

Reasonably expected salary range: $219,800.00 - $293,000.00 + commissions.

Category: Sales

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Requisition: J0086324