Iron Mountain Business Sales Manager in Carlos Spegazzini - Ezeiza, Argentina
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you’ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you’ll be part of a global workforce that embraces the differences among us. And here, we’ll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can’t wait to hear about YOU.
ABOUT THE OPPORTUNITY
Business Sales Manager focus on selling to net new revenue within Commercial customers (new logos, cross selling new product lines, new locations and up selling) through prospecting, networking and executing on marketing initiatives to increase our footprint within their assigned territory resulting in revenue growth and quota attainment. With a focus on Total Customer Satisfaction, the BDE will also proactively manage a few named Iron Mountain Commercial customers to increase the customer spend assigned customer programs through new opportunity identification, upsell execution, renewal strategy, and issue management. Business Sales Manager will be supported through Inside Sales to uncover additional customer needs and Customer Service for customers on boarding, reviewing and solving customer issues.
Assess prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions. Develop and implement 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. Position and illustrate 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 within each existing and net new accounts.
Increase the net new revenue stream, build 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 organizational information management needs. Employs appropriate methods of persuasion when soliciting agreement.
Continuously prospect to develop net new customers, as well as which include expanding existing relationships and products of assigned accounts. Maintain 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 identifying, selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
Partner with the customers 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 white papers and keep current within market trends.
Advanced English conversational level is a MUST.
Proven Sales Management experience in Global account clients is required.
Global teamwork management experience is a required.
Great C-level relationship management is required.
Proven account planning, problem identifying and solving with analytical skills are required.
Self-management, work by objectives, result oriented skills are required
WHAT’S IN IT FOR YOU?
Be part of an ever evolving global organization focused on transformation and innovation
A support system where you have a safe place to voice your opinion, share feedback, and be your true authentic self
Global connectivity to learn from 26,000+ teammates across 52 countries
Be part of a winning team who embrace diversity, inclusion, and our differences
Category: Sales (SL)
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