Iron Mountain Solutions Development Executive - ITAD Specialist in Hamburg, Germany
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.
Responsible for achieving individual sales quota selling Iron Mountain Secure ITAD solutions within a defined geographic segment of the Iron Mountain customer base. Key responsibilities include prospecting, networking and executing on marketing initiatives to sell Secure ITAD solutions to solve customer problems. Consultative based selling of Secure ITAD solutions consisting of our media destruction services, eWaste recycling, asset marketing, IT asset management service, and 3 rd party products/services provided by our strategic Secure ITAD 3 rd party business partners.
The SDE will proactively manage an account portfolio comprised of named Iron Mountain IMGAs (Customers) within a defined geographic market segment. Focus within these assigned IMGAs is on new opportunity identification, upsell execution, sales cycle management, and the overall customer relationship.
Identified as the “go-to” ITAD and ITAM subject matter expert within the customer organization. Responsible for teaming with other customer-facing team members (Consulting Program Managers, Business Development Executives and Customer Development Executives) to deliver Iron Mountain’s Secure ITAD solutions to senior-level business stakeholders.
Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Secure ITAD offerings.
Develops and implements 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.
Positions and illustrates alternative ways of creating the real value of IRM’s Secure ITAD 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.
Actively participates in marketing campaign initiatives in demand and field program execution.
Effective internal teaming with Business Development Executives (BDEs), Customer Development Executives (CDEs), Consulting Program Managers/SMEs to deliver our value proposition and drive Secure ITAD solutions and service revenue growth from our Secure ITAD program customers.
Support account planning and strategy development with key internal team members.
Support development of global ITAD solutions for Iron Mountain customers
Responsible for pipeline development and bookings within respective territory and/or assigned account portfolio.
Achievement of assigned Secure ITAD sales quota as well as contribution towards overall team billings target.
Activities to support pipeline and account activity includes managing timely detailed responses to RFP’s.
Responsible for timely, complete, and accurate input and management of Saleforce.com opportunity information.
Responsible for final opportunity profitability through leading negotiation process and ensuring an acceptable on-time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. This is facilitated in conjunction with CPO, Legal and market VPs/Directors when needed.
Successful experience in working with customers to influence RFP development so their solution offering is best positioned to win. The SDE will also have strong proposal writing experience and be able to lead a proposal response team when needed.
Activity within industry associations in the market to increase IM awareness, through attending tradeshows, reviewing whitepapers and keep current within market trends.
Continual education to stay abreast of latest best practices and development in IT asset management and disposition practices
Candidates must have a strong background and knowledge of IT asset management, IT asset disposition, data and environmental protection standards and regulations, asset remarketing, asset chain of custody, strategic account management, sales process and solution selling.
Minimum of 10 years of direct sales experience in large, complex services based organizations.
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 and in-depth understanding of strategic selling methodologies.
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 influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues.
Strong IT asset management and IT asset disposition domain knowledge
Professional Services/Consulting professional with 10+ years of direct selling experience to executive-level buyers.
Demonstrated success in selling technology solutions to senior level executives.
Excellent communication, teaming and presentation skills.
Strong business acumen and account planning skills.
Minimum of four-year college degree
Experienced meeting or exceeding multimillion-dollar quota goals
Knowledge of ITAD solutions.
Proficient in Microsoft Outlook, Excel, Work and PowerPoint
Prior experience using a CRM
50% - 75% travel
This job description is not meant to be an all-inclusive statement of every duty and responsibility of the jobholder. Certain features of this job are described in the above headings, but are not necessarily limited to the above written statements. They may be subject to review. All positions within Iron Mountain may include other duties as assigned.
Iron Mountain is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, creed, age, national origin, sex, sexual preference or handicap.
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