Iron Mountain Director, Sales - Data Center in Annapolis, Maryland
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.
As a trusted partner to our clients there is a requirement that our Mountaineers must be vaccinated.
The Director, Sales - North America, Iron Mountain Data Centers, is an executive sales leadership role that requires a self-driven leader who has a proven track record of building high performance, acquisition oriented sales teams that deliver revenue results in one of the fastest growing segments in IT infrastructure, and who can position Iron Mountain Data Centers to capitalize on accelerating trends in both data center outsourcing and explosive growth in the interconnection market.
Develops the Iron Mountain Data Center client base in North America by positioning the Iron Mountain global data center platform across the market, with a strong focus on targeting opportunities in the FED/SLED, Finance, Healthcare, Insurance, Cloud, SaaS, Content, eCommerce, Managed Services and Manufacturing verticals.
Exceeds quarterly sales targets and further develops regional sales teams focused on the North American markets; Provides professional leadership of the sales organization, and coordination with other key stakeholder organizations during every aspect of the client engagement cycle from and qualification from through closure.
Develops value propositions and business cases, while leading on commercial, legal and other negotiations that deliver the sale. Accountable for maximizing the financial outcome for Iron Mountain Data Centers by securing profitable business.
Employs a consultative sales approach across all levels of the client decision-making spectrum, with a keen focus on developing executive level client relationship(s).
Drive regional sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (enterprise sales, customer success, solutions engineering, business development, support, and field marketing).
Develop and execute strategies focused on new business acquisition from both new logo and existing clients for developing and achieving sales goals.
Manage prospecting for new clients through direct/B2B organic prospecting efforts, Marketing driven demand generation leads, the IMDC internal channel and by working with partners, agents and brokers as indirect lead sources.
Manage the client engagement cycle from prospecting, to proposal through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients.
Position Iron Mountain Data Centers at multiple decision making levels within key client stakeholder organizations at all stages of the sales cycle.
Ensure effective communications and coordination with key stakeholders within Iron Mountain Data Centers, including, but not limited to, Solution Engineering, Marketing, Legal, Design & Construction, Finance, Operations, Network, and other sales regional leaders.
Develop detailed strategic account development plans, including positioning matrix and revenue forecasting.
Stay current with new Iron Mountain Data Centers propositions and service offerings, keeping up to date with the new Service Portfolio and market trends.
Manage opportunity funnel in Salesforce (CRM) with accuracy.
Analyze monthly performance of sales funnel, revenue and other key operating performance indicators to provide detailed and accurate sales forecasting.
Key Skills, Requirements and Competencies:
Sales growth-oriented leader who drives rapid change and possesses 10+ years of relevant, regional or country leadership in the data center, cloud solutions, IT services, telecommunications, or related technology vertical.
Demonstrable experience in complex, executive level selling and relationship development with clients operating in complex, global matrix driven, organizational structures.
Possess a deep understanding of the data center sector, data center exchanges, and network providers offering cloud connection.
Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions. Compelling, IaaS, SaaS and Private Cloud Connection product knowledge.
Strong communicator who must be able to analyze complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc. and communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders.
Sales training experience in MEDDIC, SPIN, Holden Power Based Selling, Miller Heiman, or similar sales programs.
Self-motivated, independent work style with superior lead generation skills.
Ability to be held accountable to results based on accretive metrics (funnel growth, bookings).
Category: Sales Group
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