• Solution Development Executive

    Job Location(s) CA-ON-Brampton
    Requisition #
    2018-18614
    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

    The Solutions Development Executive is responsible for achieving individual sales quota selling the suite of IGDS solutions within a defined vertical segment of the Iron Mountain customer base. Key responsibilities include prospecting, networking and executing on marketing initiatives to sell digital transformational (DX), workflow, and BPO solutions to solve customer problems.  Consultative based selling of Iron Mountain Information Governance (IG) solutions consisting of our Policy Center/Global Research Service, Content Classification, IG Advisory Services solutions, Onsite Staffing/Outsourcing, and 3rd party products/services provided by our strategic IGDS 3rd party business partners.     

     

    The SDE will proactively manage an account portfolio comprised of named Iron Mountain IMGAs (Customers) within our financial vertical market segment. Focus within these assigned IMGAs is on new opportunity identification, upsell execution, sales cycle management, and the overall customer relationship. 

     

    Identified as the “go-to” IGDS subject matter expert within the customer organization. Responsible for teaming with other customer-facing team members (Consulting Program Managers, Business Development Executives and Customer Development Executives) to deliver Iron Mountain’s IG, DX, and workflow solutions to senior-level business stakeholders.

     

    Key Responsibilities:

     

    • Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Iron Mountain’s Information Governance and Digital Solutions offerings.
    • Develops and implements 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.
    • Positions and illustrates alternative ways of creating the real value of IRM’s IGDS solution offerings for customers through 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.
    • Actively participates in marketing campaign initiatives in demand and field program execution.
    • Effective internal teaming with Business Development Executives (BDEs), Customer Development Executives (CDEs), Consulting Program Managers/SMEs to deliver our value proposition and drive IG, Digital solutions and core storage and service revenue growth.
    • Support account planning and strategy development with key internal team members.
    • Responsible for pipeline development and bookings within your respective territory and/or assigned account portfolio.
    • Achievement of assigned IGDS sales quota as well as contribution towards overall team booking target.
    • Activities to support pipeline and account activity includes managing timely detailed responses to RFP’s.
    • 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 SDE 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 tradeshows, reviewing whitepapers and keep current within market trends.

     

    Job Requirements

    • Competencies:

       

      • Candidates must have a strong background and knowledge of information governance, electronic content management, business process / workflow enablement and outsourcing, document and information capture, strategic account management, sales process and solution selling.
      • Minimum of 10 years of direct sales experience in large, complex services based 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 and in-depth understanding of strategic selling methodologies.  
      • 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 influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues.

       

       

       

      Qualifications:

       

      • Strong BPO/Document Management and Information Governance (IG) domain knowledge and associated market vertical and technology experience.
      • Professional Services/Consulting professional with 10+ years of direct selling experience to executive-level buyers within the Mortgage/Banking/Financial Industries.
      • Experience selling into Fortune 1000 companies in highly regulated industries with particular emphasis in Mortgage/Banking/Financial Services.
      • Demonstrated success in selling technology solutions to senior level executives.  
      • Excellent communication, teaming and presentation skills.
      • Strong business acumen and account planning skills.
      • Minimum of four-year college degree; Master’s degree preferred
      • Experienced meeting or exceeding multimillion-dollar quota goals
      • Knowledge of Enterprise Content Management (ECM), BPO, Workflow, Document Management digitization solutions.
      • Proficient in Microsoft Outlook, Excel, Work and PowerPoint
      • Prior experience using a CRM

       

      Travel Requirements:

      60% - 75% overnight travel

       

       

      Iron Mountain is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, creed, age, national origin, sex, sexual preference or handicap.

     

     

    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