Iron Mountain Sr. Business Development Executive in Sacramento, California

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

Senior Regional Business Development Executives focus on growing Iron Mountain’s data center revenue within their assigned geography. Strategic focus will be on the Cloud Vertical and Fortune 500 customers. This growth will be attained by partnering with Iron Mountain’s existing sales organizations (Data Backup and Recovery, Vertical and Records Management teams) to evangelize, train, joint-sell and support the growth of the data centers business. The Regional BDE may also directly pursue data center opportunities which were not originated by other departments within Iron Mountain or as directed by their management team.

Commercial offerings will include retail, hybrid and wholesale multi-tenant data center licensing and successful attainment of profitability goals will require the successful inclusion of data center services (in addition to space and power).

IMDC Regional BDE’s will be supported by Inside Sales and Marketing to help uncover additional opportunities and in the development and delivery of customer relevant campaigns and activity.

Business Development Executives accomplishes increasing the IRM footprint with the territory through the following key responsibilities:

Business Opportunity:

Work with existing Iron Mountain teams to introduce IMDC colocation service to prospective and current customers. Act as main point of contact/liaison for your regional counterparts in targeting and developing opportunities through contract execution. Additionally, participate as the local ‘ambassador’ for non-regional prospects who require additional information or are performing tours/evaluation of your ‘local’ facility. Develop and implement regional market strategy and business plan. Track progress of the regional plan for ROI against actual bookings. In addition to providing deep subject matter expertise during opportunity pursuit it is critical that the Regional BDE is capable of mentoring and developing your Iron Mountain counterparts’ ability to successfully recognize, identify and eventually pursue/close ‘retail’ data center opportunities independently.

Relationship Management:

To increase the net new revenue stream, build customer relationships through strategic conversations to understand organizational business objectives and goals, expand relationships within accounts to include key data center decision maker(s) and understand specific customer requirements (including service level expectations, application requirements and geographic/network needs) in order to ensure pursuit of the highest likelihood opportunities. Finally it is important to help IMDC develop a vibrant ecosystem of trusted advisors, consultants and third-party influencers within your region’s territory and vertical markets. These relationships will help ensure accurate forecasts and decreased sales cycle

Pipeline and Account Activity:

Continuously prospects and works with IM peers to target and prospect both net new customers and to aid in the expansion of existing relationships to sell data center services to the existing Iron Mountain customer base. Maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, customer and partner meetings, industry shows and events, ‘cold’ calling, ecosystem development and managing timely and detailed responses to RFP’s. Ensure that all activity is tracked within in SFDC, display the consistent ability to forecast accurately and present IM’s benefits vs. the competition and develop greater understanding of IM’s non-data center offerings.

Account Profitability:

Responsible for supporting regional team members by leading the customer/prospect negotiation process and ensuring an acceptable on time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. Responsible for identifying and helping other IM members within your region in the selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.

Contract Renewals and Negotiations:

The representative will work with their counterparts within the company to assure that assigned customer renewals are well managed. Help identify gaps or opportunities within a customer’s current contract and understand requirements to successfully renew the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate to drive customer retention and pricing strategy.

Qualifications

  • Industry Knowledge:

  • Must have very deep multi-tenant data center knowledge.

  • Must have managed both ‘retail’ (small tech-focused) and ‘wholesale’ (multi-million dollar, real estate focused) data center deals successfully.

  • Must understand competitive landscape and capabilities within your region.

  • Must have excellent existing ecosystem and reputation within the region. Functional Knowledge, Skills, and Competencies:

  • Candidates must have a proven track record of exceeding quota within the data center/managed services industry.

  • Candidates must have a proven process for accurate forecasting and account development within the data center sector.

  • Candidates must have a strong background or capability with ‘Challenger’ style selling.

  • Minimum of five to 10 years of direct sales experience in the data center sector.

  • Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.

  • Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.

  • Must exhibit excellent written, oral and presentation skills.

  • Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making.

  • Candidates should make business decisions as if they were ‘owners’ by keeping long term focus on the most positive outcomes for the LOB and the entire company.

  • Ability to team effectively throughout IRM and to engage with IM and customer personnel from ‘user’ to ‘C-level’ on a wide range of topics and issues. Business Expertise:

  • Experience in complex sales cycles.

  • Proven ability to manage complex, multi-departmental sales engagements.

  • Ability to accurately encapsulate customer and IM technical and business requirements

  • Identification of trends, threats and opportunities within your marketplace with the ability to help develop and execute on reasonable/rational plans to exploit or defend against the changes as appropriate

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 # 2018-18376

Category Sales

Type Full-Time

Work From Home (Virtual) Yes