Iron Mountain Business Development Executive in Remote, California
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 Executive, Enterprise to join our Data Center Group. The Business Development Executive, Enterprise, Iron Mountain Data Centers, is a role that requires a self-driven, acquisition oriented sales professional who has a proven track record of delivering sales results in one of the fastest growing segments in IT infrastructure, and who can position Iron Mountain Data Centers to capitalize on accelerating trends in both data center outsourcing and explosive growth in the interconnection market.
Develops new sales opportunities by positioning the Iron Mountain global data center platform into the assigned local market, with a strong focus on targeting opportunities within the Finance, Healthcare, Insurance, Cloud, SaaS, Content, eCommerce, Managed Services and Manufacturing verticals.
Exceeds quarterly sales targets by employing a direct/B2B sales approach focused on new business acquisition (i.e. - not retention) from both new logo and existing clients.
Employs a consultative sales approach across all levels of the client decision-making spectrum, with a keen focus on developing executive level client relationship(s).
Prospect for new clients primarily through direct/B2B outbound prospecting efforts, and by working with partners, agents and brokers as indirect lead sources.
Manage the client engagement cycle from prospecting, to proposal through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients.
Position Iron Mountain Data Centers at multiple decision making levels and across various internal client organizations during the sales cycle.
Negotiate pricing and commercial terms directly with clients.
Oversee satisfaction of client and prospect base including, but not limited to, sales orders, moves, adds, changes, billing, implementation, service issues, SLA’s, and contractual terms.
Develop detailed strategic account development plans, including positioning matrix and revenue forecasting. Manage opportunity funnel in Salesforce.com to 100% accuracy.
Stay current with new Iron Mountain Data Centers propositions and service offerings, keeping up to date with the new Service Portfolio and market trends.
At least 7-10 years of quantifiable experience in direct, B2B, relationship driven, new logo acquisition sales in data centers, cloud solutions, IT services, telecommunications, or related technology verticals.
Demonstrable experience in complex, executive level selling and relationship development within global clients operating complex, matrix driven, organizational structures.
Proven ability to assess customer business issues, requirements and budget constraints and prescribe solutions.
Excellent knowledge of big data trends (Internet of Things, Artificial Intelligence, Cloud Adoption, Social Media, Content). Strong understanding of the data and mobile communications industry.
Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions.
Evident proficiency in articulating key drivers and use cases for moving workloads from Public to Private Cloud.
Strong understanding of competitive Data Center Exchanges and network providers offering Cloud Connection.
Compelling, IaaS, SaaS and Private Cloud Connection product knowledge.
Strong communicator who must be able to analyze complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc.
Ability to communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders.
Desired Job Skills
Technical sales requiring cross functional coordination of engineering, product, marketing and operations teams.
Sales training experience in MEDDIC, SPIN, Holden Power Based Selling, Miller Heiman, or similar sales programs.
Self-motivated, independent work style with superior lead generation skills and Salesforce.com management skills.
Competitive intelligence on the colocation, cloud, and managed hosting space a plus.
Strong corporate and boardroom image a plus.
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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