Iron Mountain Business Development Executive - Intellectual Property Management (IPM) in Remote, Iowa
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesn’t just embrace what’s exceptional. It creates exceptional.
The Business Development Executive - Intellectual Property Management (IPM) position is responsible for driving new business from prospective and existing customer accounts within a defined geographic territory, and meeting and/or exceeding individual and all sales quotas to achieve booking targets. This position will create, develop, organize, plan, self-direct, and coordinate all sales activities for both prospective and established customers within the territory. This person should be skilled in analyzing and understanding customer business needs and have business acumen to develop solutions via a methodical sales discovery process. This position is entrepreneurial in nature and requires independent thinking and decision making and ability to multitask in a fast pace environment.Escrow services and Intellectual Property management solutions are a complex sale which requires analysis and balancing of business needs of at least three parties on each transaction that frequently involves external legal counsel representation in the transaction and development of an appropriate solution to mitigate deal risks. Successful representatives will understand selling to multiple buying and influencing parties that requires legal, technical and business/consulting skills to develop appropriate solutions for customers.
Essential/Key Areas of Responsibility:
Evaluate each project and design a specific business strategy after considering all available options.
Determine if the requested terms of an agreement are agreeable to Iron Mountain, and advise clients if not with alternate language or developed solutions on how to handle risks.
Determine if requests to change our standard operating procedures for a specific project are in the best interest of Iron Mountain
Consult with customers to establish a long term business partnership that benefit both customer and Iron Mountain
Use discretion to allow pricing discounts when deemed appropriate
Work with internal Iron Mountain resources to develop unique solutions to solve customer challenges or problems.
Establish a high volume of sales transactions per month by developing a strong pipeline with prospective new client’s as well current customers. This will come from self-directed personal effort as well as other company provided efforts such as marketing leads. Will rely mostly on strong phone skills but must also be able to “brainstorm” new ideas, methods, techniques and apply creative approaches for sustained results.
Be able to differentiate Iron Mountain services from the competition. Must have a strong working knowledge of, but not limited to the following: The Iron Mountain brand, our unique value wedge and industry solutions and commercial insight that customers will rely on your consultative expertise.
Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in the sales environment.
Effectively use networking skills and social media outlets to develop networking partners in the industry.
Conduct meetings with customers (on-line and in person) and prospects at middle to high-level management level.
Create and execute territory and account development strategies that deliver desired results.
Develop value statements, account profiles and strategies for all accounts.
Manage opportunity funnel by continually qualifying and re-prioritizing opportunities among accounts, meeting with customers, managing the sales cycle, and reporting on opportunities, activities, forecast, and contact information using Salesforce.com.
Establish, build and maintain customer relationships. Ensure that solutions balance the needs of both the customer and company. Build trust and credibility with the customer and ensure good communication between sales and delivery at customer accounts. Establish and maintain a strong working bond between Sales, Legal, Account Management, Marketing, Support, Operations and Service Delivery, focused on the customer.
Research potential prospect opportunities and cultivate new leads using a variety of information sources such as company annual reports, investment analyst information, print media, Internet sources, and lists.
Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings. Able to communicate technical aspects of service offerings to customers and prospects.
Interface and engage with team members on customer service issues to ensure a positive ongoing selling relationship.
Develop a solid understanding of competition for each business line.
Strong Organizational skills and ability to work independently a must.
Minimum of 4 years of solid technology solutions-based sales experience.
Experience selling IP or escrow solutions with a technology services background preferred but not required. Candidates with experience selling technology based security solutions will be considered as well.
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