Iron Mountain Federal Channel Sales Director 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.

Responsibilities

The Federal Channel Sales Director will be responsible for establishing and expanding partnerships with Federal large and small businesses that possess contract vehicles, customer base and product portfolio complementary to Iron Mountain Government Solutions (IMGS). The goal of this position is to grow revenue through channel and partner companies who resell Iron Mountain products and services, either individually or as part of larger solutions. This will includemanaging all aspects of scoping, creating, developing, and negotiating both existing and new channel partnerships to optimize revenue growth. The individual will be responsible for the success of the Partnership including sales enablement, “Go to Market” campaigns and initiatives, and sales opportunities. The Federal Channel Sales Director will collaborate with Sales, Marketing, and Product Management and own the task of managing and growing revenue from channels within an assigned geographic territory.

  • Achievement of monthly, quarterly, and annual sales goals via a sales cycle; the ability to develop incremental pipeline and close business through solution selling.

  • Responsible for developing relationships with existing channel partners/resellers and their sales organization in order to grow revenue, as well as bring in new partners.

  • Proactively manages a Book of Business, to include approximately 10-15 named Channel Partners, with the focus being on driving growth from existing channels by upselling, cross selling new products and expanding the book of business by hunting for new channel partners.

  • Will work closely with the VP Sales, Director of Sales, GM Federal to qualify and close pipeline.

  • Provides exemplary customer service in order to build and maintain strong relationships with channel partners and if necessary the channel partner’s customers.

  • Develop account plans with strategies for optimizing revenue growth and customer satisfaction of channel partners, created through annual joint planning and goal-setting meetings with partners.

  • Helps set annual financial targets and other KPIs for each channel partner, and works with the partner and senior director of strategic partnerships to ensure achievement.

  • Develop opportunities through prospecting, leads driven via webinars, email promotions, trade shows and events, web enquiries and phone enquiries etc. using consultative sales skills.

  • Utilize salesforce.com and partner-management software tools to track opportunities; forecast sales; and manage the success and growth of the relationship.

  • Possess an intimate understanding of the partner’s business, customers, industry and competitors in order to serve as an effective strategist to the partner and to help inform Iron Mountain channel marketing and product development.

  • Manages both Channel Reseller Agreement with channel partners and the process of adding specific properties to the Channel Reseller Agreement. Reviews all associated documentation for accuracy.

  • Educate the channel partner on Iron Mountain offerings, and enable their sales and marketing teams through training programs and marketing campaigns to sell those offerings to their customers.

Qualifications

  • Track record for high performance, meeting and exceeding sales targets

  • Strategic thinker, good business partner to channel and partner clients

  • At least 10 years of Federal sales experience including at least 5 years of channel sales.

  • DOD or IC experience preferred. Must have Secret or above clearance or ability to obtain.

  • At least 5 years of management experience.

  • Must have ability to work autonomously and be self-motivated

  • Proven ability to work in a collaborative fashion with cross-functional teams to drive revenue.

  • Strong relationship building and a proven track record of selling to end users and business decision makers

  • Engaging presentation and speaking skills along with solid writing and active listening skills

  • Excellent hunting skills and a demonstrated willingness to prospect for new business

  • The ability to coach the sales team on a solution selling sales methodology

  • Excellent organizational and time management skills

  • Based out of the Reston office, Ability to travel as needed

  • BA/ BS preferred

Compliance Obligations:

It is the responsibility of every Iron Mountain employee:

  • to comply with all applicable laws, rules, regulations, and company policies

  • to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct

  • to complete required training within the allotted time frame

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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 # 2018-17371

Category Sales

Type Full-Time

Work From Home (Virtual) No