Iron Mountain Solution Development Executive - Vital Records in Boyers, Pennsylvania
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.
The Vital Records team at Iron Mountain works to provide customer solutions to preserve information and artifacts deemed vital to their business. The solutions provided encompass a wide range of customization and are often very unique to a customer’s needs. This position will be a forward-thinking business leader focused on pipeline growth, and identifying large vended and un-vended opportunities. The subject matter expert will liaise with our North American Sales team to lead our go to market growth strategy.
Iron Mountain is seeking a focused subject matter expert to be a force multiplier in order to drive opportunity development, pipeline, forecasts, bookings, revenues, and broader solution portfolios resulting in shorter sales cycles, improved close ratio, increased share of wallet, and enhanced selling competencies.
Provide ongoing Vital Record sales enablement to the Iron Mountain Sales Family
Work as conduit between Field Sales and Operations; organize and pre-qualify RFPs, liaise with contract and proposal support team.
Responsible for NA opportunity pursuit management- coaching, account planning, meetings, strategy, objection handling, negotiation, presentations, business cases, etc.
Direct involvement in driving Vital Record opportunities – in market presence, customer calls, lead generation, campaign development, regional shows/events in the collaboration with Sales VPs/Directors and the Operation teams.
Required to ensure on going Vital Records opportunity SFDC hygiene and forecast accuracy – account set up, opportunity definition, account planning, activities management, customer verifiers, forecast stage alignment, book date accuracy, etc.
Direct assistance in opportunity development activities – prospecting, seminars, lead follow up, trade shows, IRM event’s.
Candidates must have a strong background and knowledge of Vital Records, 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.
Knowledge of vital records formats such as microfilm, microfiche, and photographic film.
Knowledge of digital conversion processes for vital record formats.
Knowledge of storage environments for vital records.
Category: Sales Group
Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE