Director, Business Development

The Director, Business Development primary role is to lead and manage all sales and customer relationship functions of the Account Executive sales force, for the purpose of generating net new sales through prospecting, networking and executing on marketing initiatives to increase our footprint and share within their assigned book of business resulting in revenue growth and quota attainment. This includes assisting the Account Executives in proactively managing named Iron Mountain accounts, liaising with our Customer Success Managers successfully to enhance our customers’ experience, increasing client spend, promoting new programs through opportunity identification, executing on renewal strategies, issue management and overall customer growth.

Successful candidates will need to quickly get familiar with Iron Mountain’s core legacy services as well as its most relevant digital transformation solutions which include intelligent document processing and conversion, cloud, data centers, machine learning/artificial intelligence, and secure IT asset destruction.

Responsibilities

• Accountable for the success and retention of an effective sales force, including the recruitment process where necessary, and the management of all corporate HR personnel initiatives as it relates to the team.

• Keep informed on the competition, promotional matters, and sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies.

• Individually motivate and coach Account Executives to develop new business. Help them to navigate the IRM career path and manage the team to achieve success across multiple lines of business.

• Assist in selling new business directly to clients, provide sales support for the team, and recognize/escalate trends to Customer Care leadership when necessary.

• Analyze deal profitability, lead strategy conversations and make recommendations to high level internal stakeholders demonstrating an understanding of the business impacts.

• Plan, develop and execute sales strategies and tailor those solutions to clients while maintaining robust account plans for all named accounts.

• Ongoing maintenance of all sales infrastructure relating to information/reporting systems (salesforce.com), proposal generation, communication, and information sharing.

• Coach and assist team in the preparation of special projects and proposals including pricing quotations, terms of sales and contracts, statements of work and transfer dates as requested by customers.

• Drive Sales team strategy and assist in Book of Business account planning, ensuring a balanced pipeline and bookings performance across all service lines.

• Consistently meets sales goals with assigned resources and creates sales strategies for the team to maximize performance in a distributed work environment.

• Create and foster an environment of innovation and creativity conducive to growth in new solution sets.

• Evangelize corporate initiatives and priorities.

• Participate in both planning and execution of IRM presence at various industry events / conferences as needed.

Requirements

• 5+ years of Sales Management with a focus on new business development, preferably in a closely related business service or digital solutions industry

• 3 years minimum selling experience in a service industry

• Business Expertise, Leadership, Problem Solving, Interpersonal Skills

• Strong written, verbal and presentation skills (Executive presence)

• Hands-on people management/development and team building skills

• Strong and demonstrated Change Management skills

• Willing to travel when needed

• Formal Sales Training received

Preferred

• 4 year college degree

• Experience in managing a geo-distributed, virtual workforce

• Demonstrate Matrix Management skills by getting both internal and external stakeholders to share your urgency to achieve objectives

• Delivery of Sales Training a plus

• Ability to provide leadership and guidance to sales teams and effectively represent enterprise sales to other businesses leaders within a cross functional teaming environment

• Review and manage the competencies, sales ability and training needs of the Sales team

• Possess a high level of: professionalism, assertiveness, creativity, communication and strong organizational, resourcefulness and management skills

Category: Sales

To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE

Requisition: J0085873