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.
This position will be responsible for driving net new Global Digital Solutions (GDS) business of the Iron Mountain customer base.
As the Digital Solutions BDM (DS-BDM) this position is responsible for industry, systems and trend knowledge. The DS-BDM, will primarily focus on selling net new revenue into an assigned account list (cross selling new solutions to existing customers, new locations and up selling) through prospecting (externally), networking (internally and leveraging Sales Channel) to increase revenue, growth and quota attainment.
The DS-BDM should be skilled in understanding and uncovering customer business needs using digital transformation (DX), workflow, Information Governance solutions as well as via a methodical consultative-based selling approach.
The DS-BDM will work with the Pre-Sales Solution Architect team as well as with the wider Iron Mountain sales team to identify and close GDS opportunities within the assigned account portfolio and / or vertical segment.
What you will do
Ability to assess and identify customers’ current and potential needs determining appropriate new revenue streams for Iron Mountain GDS offering.
Ability to position Iron Mountain’s total solution offerings, highlighting areas of strength and competitive advantages.
Responsible for uncovering leads from Iron Mountain’s customer base and bringing GDS opportunities to close, including solution mapping and final negotiations.
Responsible for development and implementation of strategic business plans for managing large complex solutions in a multi-solution environment.
Responsible for territory planning and development. Strategies should include all facets of account penetration.
Responsible for leading meetings where application subject matter expertise is required. Responsible for scoping, pricing, creating proposals and statements of work and presenting.
Responsible for pipeline development and bookings within your respective territory and / or assigned account portfolio. Achievement of sales quota as well as contribution towards overall team booking target.
Responsible for timely, complete, and accurate input and management of Saleforce.com opportunity information.
Responsible for final opportunity profitability through leading 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.
This is facilitated in conjunction with CPO, Legal and market VPs / Directors when needed.
Successful experience in working with customers to influence RFP development so their solution offering is best positioned to win.
The DS-BDM will also have strong proposal writing experience and be able to lead a proposal response team when needed.
Activity within industry associations in the market to increase IM awareness, through attending or participating actively in tradeshows or customer events,
Maintain in-depth knowledge of Iron Mountain’s GDS offerings (existing and future), technologies, competitors, industry trends and best practices.
Serving as a voice of the customer on the Product Management and Product Marketing development teams.
What you will bring
The ideal candidate will have a Bachelors degree, with at least 10 years of direct sales experience selling specified integrated solutions , document management, workflow, business process and / or imaging services.
In addition, candidates must have :
Proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.
The ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
Excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies .
Strong interpersonal, planning, analytical skills and business acumen for effective decision making .
The ability to make business decisions and think in broad terms, considering the impact to the entire company.
The ability to influence without authority and team effectively at all levels of Iron Mountain and customer personnel (to include c-level) on a wide range of topics and issues.
Strong business acumen.
Experience successfully selling consultative-based solutions to executive-level buyers.
Experience in large matrix sales organization.
Understanding of strategic selling methodologies.
What we offer
Be part of an ever evolving global organization focused on transformation and innovation.
A support system where you have a safe place to voice your opinion, share feedback, and be your true authentic self.
Global connectivity to learn from 26,000+ teammates across 52 countries.
Be part of a winning team who embrace diversity, inclusion, and our differences.
Competitive Total Reward offerings to support your career at Iron Mountain, family, personal wellness, financial wellbeing.
Category : Sales (SL)