Iron Mountain Sales Operations Leader, ALM in Dover, Delaware
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.
Commercial Excellence, Global Business Partner ALM
We are seeking an experienced Sales and Business Operations Leader with a proven track record in delivering new and improved processes and tools for the international sales organization in order to enable the teams to accelerate performance, revenue and retention.
This position will work closely with the Iron Mountain’s (IRM) ALM upstream leadership, as well as internationally based commercial directors to improve sales effectiveness and efficiency, formulate and execute sales growth strategies, drive accountability through reporting, analytics and data management.
This position is responsible for developing strategic input, project oversight, process improvement and the field facing, tactical execution of Sales and Go To Market Operations at IRM. The role will be focused on meeting the needs of a growing, dynamic and diverse team by driving efficiencies, improvements, and developing models to support rapid growth. A strong, business-minded, results oriented leader who makes data driven business decisions, is comfortable with ambiguity and demonstrates a high level of accountability in a rapidly changing business environment.
This is a high-impact, high-visibility global role with a key accountability to drive commercial success for the Iron Mountain ALM business.
Collaborate with ALM commercial leadership to design a go to market strategy, organizational structure, roles and responsibilities, processes, and compensation structure to meet growth ambitions
Enable and ramp up the Sales Ops team on metrics, analytics, reporting needed to grow the business.
Develop and/or oversee the implementation of sales strategy and programs for each individual segment, including strategies targeted at improving Iron Mountain’s sales effectiveness as a multi-product/solution oriented company.
Investigate infrastructure, process, plan gaps to attain revenue goals for years 1, 2, 3. Across divisions, functions, e.g. the Middle Office, to simplify execution and minimize deal friction.
Collaborate closely with ALM Upstream Commercial Leadership on overall ALM metrics, reporting (sales, marketing, product, support, headcount, finance, etc.)
Work collaboratively with the broad Commercial Excellence team to drive best practice throughout the sales team to ensure consistent, high quality and repeatable performance, including the continuing optimization of the companies’ sales process(es), planning/goal setting, analytics & performance management, enablement and rewards/recognition programs.
Identify under-performance and work with the Sales Performance Leader to create improvement plans for sellers on an individual basis.
Drive best practice throughout the sales team to ensure consistent, high quality and repeatable performance, including the continuing optimization of the companies’ sales process(es), planning/goal setting, analytics & performance management, enablement and rewards/recognition programs.
Potential to collaborate to develop and design new sales channels (potentially via external partnerships) to achieve long term growth objectives
Strong collaboration with marketing/demand generation to ensure strategy and processes are in place to efficiently and effectively channel market demand into sales
Functional Knowledge, Skills, and Competencies:
10+ years of relevant sales/business operations and strategy formulation experience
Experience in enterprise, mid-market and SMB sales at a high growth company
Strong problem solving, organizational and collaboration skills.
Demonstrates advanced Financial skills and capabilities, especially those related to P&L management, Planning/Analysis and Accounting.
Prior experience implementing a channel sales model
Ability to engage and motivate large teams by utilizing excellent collaborative skills and knowing when to yield to improved methods/ideas.
Detailed understanding of best practice and effective sales processes including sales forecasting, sales force automation, planning, management, reporting, analytics and incentive compensation required.
Ability to make thoughtful decisions based on rigorous analysis in a timely manner
A flexible, effective leader and decision maker; whilst managing through ambiguity and chaos.
Ability to develop long-term strategic vision and set plan to implement
Ability to effectively design and implement new commercial processes
Ability to communicate effectively by providing progress and status updates to key stakeholders
Ability to manage multiple complex projects at one time while meeting all key deliverables
Ability to understand best in class sales force automation, learning and marketing technologies
Ability to build strong relationships
Experience building and leading a high performing team
Track record of excellence
Category: Sales Operations 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 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.
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