• Senior Business Development Executive - Nationals

    Job Location(s) CA-ON-Brampton
    Requisition #
    2018-17956
    Category
    Sales
    Type
    Full-Time
  • About Iron Mountain

    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 Canada is an employer broadly committed to providing an inclusive work environment that welcomes all people.  Globally, we believe it is our diversity that contributes to our companies’ shared success. We work hard always to avoid discriminating on any grounds other than capability to perform the requirements of the job.

     

    Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

    Job Description

    Sr. Business Development Executives (BDE) focus on driving new revenue from an existing book of National Accounts through strategic account planning, prospecting, networking, and executing on marketing initiatives to increase Iron Mountain’s (IRM) footprint within your assigned Book of Business resulting in revenue growth and quota attainment. The Sr. Business Development Executive will also be able to sell net new prospects that are not assigned and fall under the National scope.

    • Assesses prospective customer’s current and potential needs, determining appropriate new revenue streams from IRM’s products and solutions. Develops and implements strategies and business plans through understanding the customers; business model, planning and decision making channels. Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages.  Actively participates in marketing campaign initiatives in demand and field program execution.
    • To increase the net new revenue stream, builds customer relationships through strategic conversations to understand organizational business objectives and goals, 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 customer educated on emerging industry trends related to customer’s information management needs.
    • Continuously prospects to develop net new customers, as well as expanding existing relationships within their defined set of accounts. Maintains a consistent ‘pipeline’ the enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.
    • Responsible for final account 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.  The representative will partner with the customer on renewals and work through any RFP process by identifying gaps in 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 keep current with market trends.

    Job Requirements

    JOB REQUIREMENTS:

     

    • Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling
    • Experience within a technology sector would be an asset
    • Minimum of five years of direct sales experience in B2B
    • 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
    • Candidates should 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 (to include c-level) on a wide range of topics and issues
    • Experience in complex sales organizations
    • Possess a thorough understanding of strategic selling methodologies

     

     

     

    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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