Iron Mountain Business Development Specialist, Library Services in Remote, Maryland
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.
Strategy : To drive pipeline and revenue growth for our Library Services business. Iron Mountain’s North American Sales team will add one subject matter expert sales leader to manage and grow our library and archives customer base located in the U.S. The Library Services business is a new team anticipated to achieve tremendous growth in the next year. This position will be a forward-thinking business leader focused on pipeline growth, enabling and coaching our sales team, and identifying large vended and un-vended opportunities. These subject matter experts will liaise with our National Library Services team to work across internal partners and lead our go-to-market growth strategy. The role will report to our National Sales VP.
Objective : To deploy a dedicated Library Services focused subject matter expert resource to be a force multiplier in order to drive opportunity development, pipeline, forecasts, bookings, revenues, and broader solution portfolios resulting in shorter sales cycles, improved close ratios, increased share of wallet, and enhanced selling competencies.
Role Definition :
Provide ongoing Library Services sales enablement to National, IGDS, Government Solutions
Work as conduit between field sales and Library Services SMEs; organize and pre-qualify RFPs, liaise with contract and proposal support team, communicate and share strategies and communication with field sales
Responsible for National/Government Solutions opportunity pursuit management- coaching, account planning, meetings, strategy, objection handling, negotiation, presentations, business cases, etc.
Direct involvement in driving Library Services opportunities – in-market presence, customer calls, lead generation, campaign development, regional shows/events in the collaboration with the National VPs/Directors.
Required to ensure ongoing Library ServicesNational and Federal SFDC hygiene and forecast accuracy – account set up, project/implementation management timing and handoff, opportunity definition, account planning, activities management, customer verifiers, forecast stage alignment, book date accuracy, etc.
Direct assistance in opportunity development activities – prospecting, lead follow up, Regional Association and Consortia , IRM events.
National and Mid-Market seller Library Services skills development
Reports directly to National Sales VP
Dotted line to Government Solutions Sales VP
- Funded at a National BDE level (Base + IC)
Integrated into the National sales performance management processes
Structured monthly Library Services opportunity review with National and Government Solutions Sales VPs.
Weekly one on ones with National reps reviewing objectives, performance, indicators, and activities
Monthly forecasting focus, accuracy, and accountability
Structured opportunity reviews across the late stage Library Services pipeline
Strategic planning adherence leveraging National selling methodologies
Lead conversion focus
Activity/stage management focused on customer verifiers, stage duration, etc.
Mentorship and ongoing Library Servicessolution sales skill development/enhancement
Consistent and sustained Library Services visibility – structured market visitation/representation schedule
Identification, optimization, and refinement of top targets
Collaboration with Library Services industry SMEs and leadership to leverage Library Services best practices
Dashboards including key data points and performance indicators
Library Services pipeline and implementation dashboard
BDE insight report
Lead generation and conversion report
Late stage top opportunity reviews – closure plans, next steps.
Key performance by National Director/reps – pipeline, forecast, stage management
Territory visitation schedule plan – review, alignment to support strategies/activities, and optimization.
Library Services Sales Enablement plan and cadence
Library Services VP reporting package – summary reports and insights
GAOs (Goal Achievement Objectives)
M1/Storage, M3/Services, and M5/Strategic Recurring Services
Category: Sales Group
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