Iron Mountain Business Development Associate, DM in Collegeville, 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.
Iron Mountain is seeking a Business Development Associate to join our Data Management Group. The Business Development Associate (BDA) is a phone based role, that is responsible for driving net new sales and revenue from prospective and existing customer accounts via inbound and outbound sales efforts. The BDA sells cloud backup, disaster recovery, tape archive, IT data destruction, and more solutions into the SMB market through prospecting, networking and executing on marketing initiatives to increase Iron Mountain footprint, resulting in revenue growth and quota attainment.
Outbound Prospecting & Pipeline Development:
Outbound Prospecting into the unassigned space to drive a pipeline of opportunity. Maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include: outbound sourcing via dedicated calling efforts, managing customer inquiries in timely detailed manner, tracking activity in SFDC, forecasting, conducting competitive research, and knowledge of IRM product offerings
Respond to Inbound Marketing Inquiries and qualify selling opportunities
Assesses prospective customer’s current and potential needs, determining appropriate Iron Mountain products and solutions. Develops and implements strategies and business plans through understanding the clients 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 total solution offerings for clients 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.
Account Sales & Revenue Growth:
The BDA will work to partner with the customer on net new opportunities and work through Negotiated sales processes. The BDA must understand customer requirements in order to successfully negotiate the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate. May be required to perform customer needs and service analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, as well as lead and contribute to proposal responses process.
Customer Management and Teaming Efforts
Builds customer relationships through strategic conversations to understand organizational business objectives and goals. Understands and influences a wide range of customer stakeholders (including Iron Mountain channel partners) while acting as industry expert to the customer. Partners with key customer decision maker(s) to structure business 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. Teams appropriately across IRM business partners and other sales partners to ensure quota attainment is met and exceeded.
Functional Knowledge, Skills, and Competencies:
Prospect new customers and existing customers, selling Iron Mountain services via the phone.
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 through power messaging.
Candidates must have a strong background and knowledge of sales process and solution selling.
Must demonstrate proficiency with MS Office and Salesforce.com systems.
Must meet and exceed key activity metrics.
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 team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
Possess a thorough understanding of strategic selling methodologies.
Self-motivated and self-directed.
Proven ability to meet and exceeding quota targets.
Category: Sales Group
Iron Mountain Incorporated, founded in 1951, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world in approximately 50 countries, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts.
Providing solutions that include information management, digital transformation, secure storage, secure destruction, as well as data centers, cloud services, and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a digital way of working.
Our Cores Value at https://www.ironmountain.com/about-us/values s at https://www.ironmountain.com/about-us/values and Code of Ethics are our north star. They provide a solid base for how we do business and behave every day, so each one of us can experience exceptional.
If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to firstname.lastname@example.org . See the Supplement to learn more about Equal Employment Opportunity.