Iron Mountain Business Development Executive, NA Inbound in Lansing, Michigan
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.
The Business Development role is responsible for driving net new sales and revenue from existing customer accounts within the US Banking vertical. Your role will sell products, services and solutions through prospecting, networking and executing marketing initiatives and account plans to increase Iron Mountain's footprint within the assigned accounts resulting in revenue growth and quota attainment.
Assesses assigned customers' current and potential needs, determining appropriate Iron Mountain products and solutions. Develops and implements strategies and business plans through understanding the client's 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. In doing so, leverages resources including but not limited to Managing Directors of GI Accounts, Global Account Managers, and Global Account Representatives who are part of the matrix organization of Iron Mountain. Positions and illustrates alternative ways of creating the real value of Iron Mountain’s total solution offerings for clients through assessing their problems or opportunities and highlighting Iron Mountain’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each assigned account.
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 an industry expert to the customer. Partners with the key customer decision maker(s) to structure business strategy as it relates to customer requirements (service level expectations, training of Iron Mountain solutions, structure/timetable). Ensures frequent communication to enable superior customer satisfaction and to keep customers educated on emerging industry trends related to customer's organizational information management needs. Employs appropriate methods of persuasion when soliciting agreement.
Continuously expands existing relationships and products of assigned accounts. Develops a strategic account plan for each named account leveraging customer knowledge and the Iron Mountain matrixed organization. Maintains a consistent ‘pipeline’ that 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 Iron Mountain product offerings.
Active within industry associations in the assigned vertical market to increase Iron Mountain awareness, through attending trade shows, reviewing whitepapers and keeping current within market trends. Maintains a deep knowledge of customer’s business trends, current macro and microeconomic climate, and potential new business opportunities in a given country or where relevant, globally.
Responsible for final account sales and revenue growth through leading negotiation process and ensuring an acceptable on-time outcome from a solution proposal, pricing, profitability, liability, and SLA perspective for accounts to meet and exceed quota attainment. 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
The Business Development role will work to collaborate with the customer on net new opportunities and work through negotiated and RFP sales processes. Must understand customer requirements to negotiate the contract, collaborating 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 the appropriate pricing structure and contract requirements, communicate pricing programs, as well as lead and contribute to the proposal responses process.
Key Skills, Requirements and Competencies:
Proven history of sales development within the banking industry.
5+ years Sales Hunter experience.
Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling.
Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions.
Must 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.
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 on the entire company.
Ability to team effectively at all levels of Iron Mountain and customer personnel (to include CXO level) on a wide range of topics and issues.
Candidates must have or quickly develop strong Power Messaging and Challenger Selling skills and incorporate these into their regular selling routine.
Ability to develop, maintain and present to senior-level management within their customer base.
Create demand by understanding specific vertical market business challenges, delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
Negotiation skills, Effective questioning techniques, Account/relationship management experience.
Proficient with oral and written communication.
Total travel up to 25%.
Education / Experience: 4-year College Degree / 5+ years.
It is the responsibility of every Iron Mountain employee:
to comply with all applicable laws, rules, regulations, and company policies
to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct
to complete required training within the allotted time frame
US: Iron Mountain is an equal opportunity employer, and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, marital status, age, sexual orientation, disability, veteran status or other legally protected classifications under applicable federal, state, or local laws in making employment decisions.
CAN: Iron Mountain Canada Corporation (“Iron Mountain”) is an equal opportunity employer and employs qualified individuals based upon job-related qualifications regardless of race, religion, colour, sex, national origin, age, disability, sexual orientation, or any other status protected under applicable provincial, federal, or local law.
Ontario: Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
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.
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