Iron Mountain Senior Business Development Executive - Healthcare Providers (Sales) - Remote in Remote, North Carolina
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.
Responsible for achieving individual sales quota and selling Iron Mountain GDS solutions within the Healthcare Providers vertical segment of the Iron Mountain customer base. Key responsibilities include prospecting, networking and executing on sales campaigns aimed to solve customer challenges using Machine Learning, Analytics, cloud services, digital transformation (DX), workflow automation, and Information Governance solutions. A successful candidate will have extensive knowledge of the Healthcare Provider business processes, use a consultative-based selling approach, and work with the Pre-Sales Solution Engineer and wider Iron Mountain Sales teams to identify and close opportunities within that vertical.
The SBDE will proactively manage an account portfolio of named customers within the defined vertical market segment. Focus within these assigned customers is on new opportunity identification, upsell execution, sales cycle management, and the overall customer relationship. Additional accounts will be added where opportunity arises to support revenue targets.
Responsible for selling software and professional services, developing new accounts and/or expanding existing accounts in the Iron Mountain’s Healthcare Provider vertical.
Positions and illustrates alternative ways of creating recognizable value of the Iron Mountain Healthcare Provider solutions portfolio through assessing customer problems or opportunities and highlighting Iron Mountain’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.
Prepares and presents creative, professional, and well thought out proposals to clients.
Negotiates, structures, and closes "deals" that meet customer expectations and Iron Mountain ability to deliver using appropriate company resources.
Actively participates in sales campaign initiatives.
Responsible for final opportunity profitability through leading negotiation processes and ensuring an acceptable on-time outcome from a pricing, profitability, liability, operational, and SLA perspective to meet and exceed quota attainment. This is facilitated in conjunction with CPO, Legal, and market VPs/Directors when needed.
Effective internal teaming with Iron Mountain Pre-Sales Solution Engineers, IRM Business Development Executives (BDEs), Consulting Program Managers, other SMEs to deliver and leverage our value proposition towards sustainable growth in pipeline and revenue generation within Iron Mountain’s Mortgage and Banking solutions and services platform.
Support account planning and strategy development with Global and Strategic Accounts team.
Responsible for pipeline development and bookings within your assigned account portfolio.
Meets sales goals and objectives.
Responsible for timely, complete, and accurate input and management of pipeline and sales data within Saleforce.com.
Candidates must have a strong background of the complete Healthcare Provider business and in-depth knowledge of: digital transformation activities, AI/ML capability and technology, analytics, cloud services, information governance, enterprise content management, BPO, workflow enablement, document and information capture.
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.
Ability to manage complex Sales Pursuits virtually as required
Ability to influence without authority and team effectively at all levels of Iron Mountain and customer personnel (to include c-level) on a wide range of topics and issues.
Ability to remain calm under various levels of pressure
Experienced and SME level understanding of complete Healthcare Provider processes.
Analytical skills are required to determine client business needs and requirements
Professional Services/Consulting professional with 10+ years of direct selling experience to executive-level buyers in the Healthcare Provider vertical.
Successful sales track record selling solutions containing industry recognized ECM, CSP, workflow solutions. Examples include, Filenet, Opentext, Documentum, Hyland Onbase, etc.
Demonstrated success in selling technology solutions.
Excellent communication, teaming and presentation skills.
Strong business acumen and account planning skills.
Minimum of four-year college degree or the equivalent combination of education, training, or work experience.
Proven track record in meeting or exceeding multimillion-dollar quota goals
Knowledge of Cloud platforms, Enterprise Content Management, BPO, Workflow, Document Management digitization solutions.
50% - 60% travel
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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