Iron Mountain Solution Development Representative, Global Strategic Accounts in Remote, Massachusetts
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 Solution Development Representative (SDR) is responsible for meeting and exceeding pipeline generation targets that lead to achieving and exceeding revenue quotas by partnering with the Managing Director in their assigned book of business to offer all sales solutions to identified prospects and Iron Mountain customers. The SDR will assist with lead prospecting and opportunity qualification for all Iron Mountain solutions. This position will execute on prospecting sales activities in conjunction with the Managing Director and regional Sales owner. The SDR should be skilled in understanding customer business needs, identifying potential solutions by using Iron Mountain’s services, documenting and partnering with the Managing Director to present these solutions. In addition, the SDR must be able to demonstrate success in selling a total services solution to senior level executives.
Identify customers’ current and potential needs through a methodical sales discovery process and the performance of customer assessments to collect and analyze data for purposes of solution development.
Map identified customer needs to the applicable Iron Mountain service offerings and partner with the Managing Director to develop messaging strategies to effectively articulate solution value.
Identify appropriate contacts to leverage Iron Mountain solutions throughout the customer/prospect organization. Strong relationships with business owners and decision makers are necessary.
Coordinate with participating Iron Mountain divisions and business partners when appropriate.
Articulate service offerings within Iron Mountain.
Execute on goals and objectives set by the company and their Manager Director.
Experience in prospecting and presenting services to prospects and customers in assigned area.
Ability to understand customers’ physical and electronic document management challenges and design integrated solutions to meet customers’ needs.
Demonstrate significant experience with client business relationship development and have the ability to provide thorough business applications analysis with financial justifications to clients.
Strong ability to understand the Iron Mountain suite of services, clearly communicate client needs and the ability to close a deal.
Ability to lead customer discussions during the assessment and solution design process (this may include various horizontal and vertical levels within a customer’s organization).
Identify areas of opportunity to provide enhanced solutions that creates value for the customer.
Ability to develop solutions within the framework of a customer’s situation and Iron Mountain’s range of offerings.
Ability to interact with all levels within the sales organization, as well as, across horizontal and vertical levels within a customer’ organization.
4- Year college degree, must possess strong oral, written, presentation, and interpersonal skills and possess characteristics that demonstrate ethical professionalism, assertiveness, and adapts quickly to change, and catalyst for influencing others.
Experience in selling into financial service, federal government and/or large technology companies preferred.
Category: Sales Group
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