Iron Mountain Business Development Executive in Reston, Virginia

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.

Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.

Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Iron Mountain Canada is an employer broadly committed to providing an inclusive work environment that welcomes all people. Globally, we believe it is our diversity that contributes to our companies’ shared success. We work hard always to avoid discriminating on any grounds other than capability to perform the requirements of the job.

Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Responsibilities

Iron Mountain currently services various components of the Federal Government and strategically important Federal Contractors. As Iron Mountain continues to mature its product portfolio, the role of the Federal BDE – DM will be to expand our Data Management offering through the different organizations of the Federal Government. The Federal BDE-DM is responsible for increasing Iron Mountain’s Data Management market share by acting as a subject matter expert and supporting the current Federal Government sales team, managing the different Data Management programs that exist and will be created, and managing the partner selling organization which Iron Mountain works through. A qualified candidate must possess recent experience selling to the federal government and will be Iron Mountain’s primary business driver for all Data Management needs.

The Federal BDE - DM will focus on driving net new revenue within the different agency customers and contractors which include new logos, adding new services, adding new locations and up selling existing services. Qualified candidates must possess strong prospecting and networking skills, demonstrate strategic selling capabilities, execution on marketing initiatives and effectively collaborate with the Federal Government team to increase Iron Mountain’s revenue and quota attainment.

Additional responsibilities include:

  • Assesses prospective and assigned customer’s current and potential needs, determining new revenue streams from Iron Mountain’s portfolio of products and solutions.

  • Self-educate to understand government standard specifications and agencies with non-standard/unique requirements (e.g. Veterans Affairs, NSA)

  • Develops and implements strategies and business plans through understanding the customers, their mission statements and strategic plans, decision making channels, and procurement preferences.

  • Collaborate with Channel Manager to identify partners that give Iron Mountain a strategic advantage.

  • Positions and illustrates alternative ways of creating the real value of Iron Mountain’s total solution offerings to customers by assessing their needs and challenges and highlighting Iron Mountain’s areas of strength, customer satisfaction and competitive advantages within each existing and net new account.

  • Provide marketing with data points, trends, and news that will help develop account based marketing content. Actively participate in marketing campaign initiatives and represent Iron Mountain at conferences and tradeshows.

  • Ensures frequent communication to enable superior customer satisfaction and to keep customer educated on emerging industry trends related to customer’s organizational information management needs.

  • Maintains a consistent ‘pipeline’ which enables meeting and exceeding quota attainment.

  • Activities to support pipeline and account activity include, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings

  • Responsible for leading internal discussions to position Iron Mountain with account profitability, compliance, and operational acceptance.

  • Candidate will work to keep current on market and federal industry trends by being active within federal industry associations, attending tradeshows, reviewing whitepapers etc.

  • Develop an understanding of “Classified” destruction requirements and assist in helping to understand if Iron Mountain should enter this market.

Qualifications

  • JOB REQUIREMENTS:

  • Must have a minimum of 5-10 years of Federal Government sales experience

  • Minimum of three years of direct sales experience in the services based industry or equivalent

  • Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company

  • Possess strategic sales methodology to navigate through a complex sales cycle

  • Excellent communication (written and verbal) and presentation skills; both internally and externally

  • Strong time management, organizational and decision making skills

  • Ability to work cross functionally within a matrixed environment

  • Security clearance is preferred but not mandatory

Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Requisition # 2018-17317

Category Sales

Type Full-Time