Business Development Executive

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That's why we need smart, committed people to join us. Whether you're looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.

Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Overview

Business Development Executives focus on selling to net new revenue within Commercial customers (new logos, cross-selling new product lines, new locations and upselling) through prospecting, networking and executing marketing initiatives to increase our footprint within their assigned territory resulting in revenue growth and quota attainment. With a focus on Total Customer Satisfaction, the BDE will also proactively manage a few named Iron Mountain Commercial customers to increase the customer spending assigned customer programs through new opportunity identification, upsell execution, renewal strategy, and issue management. The Sr. Business Development Executives will be supported through Inside Sales to uncover additional customer needs and Customer Service for customers onboarding, reviewing and solving customer issues.

Key Responsibilities:

• Assess prospective and assigned customers' current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions. Develop and implement strategies and business plans through understanding the customers; business model, planning and decision making channels from understanding the customer's value proposition and ability to explain how they differentiate themselves in the marketplace. Position and illustrate alternative ways of creating the real value of IRM's total solution offerings for customers by assessing their problems or opportunities and highlighting IRM's areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.
• Increase the net new revenue stream, build customer relationships through strategic conversations to understand organizational business objectives and goals, and key customer decision maker(s) to structure partnership strategy as it relates to customer requirements (service level expectations, training of IM solutions, FBR structure/timetable). Ensures frequent communication to enable superior customer satisfaction and to keep customers educated on emerging industry trends related to customers' organizational information management needs. Employs appropriate methods of persuasion when soliciting agreement.
• Continuously prospect to develop net new customers, as well as which includes expanding existing relationships and products of assigned accounts. Maintain a consistent 'pipeline' the enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing timely detailed responses to RFPs, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings
• Responsible for identifying, selling and closing new areas of opportunity, securing resources and driving the sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
• Partner with the customers on renewals and work through any RFP process by identifying gaps in the current contract in place and understanding customer needs in order to successfully renew the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate to drive customer retention strategy.
• Activity within industry associations in the market to increase IM awareness, through attending tradeshows, reviewing whitepapers and keeping current with market trends.

Qualifications:

• Must have a strong background and knowledge of strategic account management, sales process and solution selling
• 5+ years of direct sales experience in the services based industry or equivalent
• Trained in formal Sales Methodology, strongly preferred
• Experience in complex sales organizations
• 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 through power messaging
• Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
• Be able to make business decisions and think in broad terms, considering the impact to the entire company
• Ability to team effectively at all levels of IRM and customer personnel (including C-level) on a wide range of topics and issues
• Possess a thorough understanding of strategic selling methodologies

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Category: Sales