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.
We currently have an exciting opportunity for a Business Development Manager to assume responsibility for driving new Digital Solutions business by demonstrating industry, systems and trend knowledge.
If successful your will primarily focus will be selling our Digital Solutions offering into new and existing enterprise accounts to increase revenue, growth and quota attainment.
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
To be considered you will have a significant direct solution sales experience, selling specified integrated Software as a Service (SaaS) solutions.
Experience of selling Business Process Automation (BPA) would also be an advantage. In addition, candidates possess the following :
Strong background and proven experience of strategic new business hunting, sales process and solution selling.
The ability to develop solutions that map to customer requirements.
Excellent written, oral and presentation skills.
Strong interpersonal, planning, and analytical skills.
Ability to influence and negotiate.
Ability to make decisions and think in broad terms, considering the impact to the entire company.
Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.
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)