Iron Mountain Business Development Executive, Healthcare Vertical (Remote) in Concord, Ontario
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.
This position will be responsible for driving net new Integrated Solutions sales across our Records Management, Digital Solutions, Information Management, Information Governance, and Data Management service portfolios. The successful candidate will also be responsible for maintaining industry, Government Policy, Healthcare, systems and trend knowledge.
The primarily focus will be on selling net new revenue into a mix of both existing assigned accounts and new customers, through prospecting (externally), networking (internally and leveraging Sales Channel) to increase revenue, profitability and quota attainment.
The SBDE should be skilled in understanding and uncovering Healthcare specific business needs via a methodical sales discovery process. In addition, they must be able to demonstrate success in selling integrated solutions to senior level executives.
Competitive Salary(DOE) + Commission Structure
Comprehensive Benefits Package
Paid vacation, paid holidays, paid sick/personal time
Registered Retirement Savings Plan (RRSP)
Employee Stock Purchase Program
EAP- Employee Assistance Program
Ability to assess and identify current and potential information workflow and access requirements, determining application opportunities. Specific focus on maximizing opportunities from policy decision to go ‘ paperless’ at the point of care.
Ability to position Iron Mountain’s total solution offerings, highlighting areas of strength and competitive advantages.
Responsible for uncovering leads from Iron Mountain’s customer base and bringing opportunities to close, including solution mapping and final negotiations.
Responsible for development and implementation of strategic business plans for managing large complex solutions in a multi-solution environment. Responsible for territory planning and development. Strategies should include all facets of account penetration.
Responsible for leading opportunity planning and tender responses, supported by bid management, functional experts and revenue management. Including the development of client business cases for change.
Exceed assigned pipeline and quota achievement.
Responsible for leading meetings where application subject matter expertise is required. Responsible for scoping, pricing, creating proposals and statements of work and presenting.
Maintain in-depth knowledge of Iron Mountain’s offerings (existing and future), technologies, competitors, industry trends and best practices.
Developing and presenting high-level presentations.
Serving as a “voice of the customer” on the Product Management and Product Marketing development teams.
Functional Knowledge, Skills, and Competencies:
The ideal candidate will have a Bachelor’s degree, with at least 5-10 years of direct sales experience selling specified integrated solutions, records management, document management, workflow, business process and/or imaging services. In addition, candidates must have:
Strong background and proven experience of strategic opportunity management, sales process and solution selling.
The ability to develop solutions that map to customer requirements.
Proficient at tender writing, business case development and proposal generation
Collaborative team player capable of leading functional opportunity teams
Excellent written, oral and presentation skills.
Strong interpersonal, planning, and analytical skills.
Ability to influence and negotiate.
Ability to make decisions and think in broad terms, considering the impact to the entire company.
Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.
Strong business acumen
Experience successfully selling solutions
Experience in large matrix sales organization
Understanding of strategic selling methodologies
Five to ten years direct sales experience in a services based industry
Ability to solve complex customer problems with limited supervision
Teaming and collaboration for revenue results.
Proactively work with sales teams and internal and external customers at all levels.
Selling into Healthcare entities
Primary—Definitive pre- identified assigned Healthcare accounts—Direct Selling
Secondary—Broader support-selling for complex opportunities
Licenses & Certifications Preferred:
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