Iron Mountain Inside Sales Representative - Federal in Remote, Virginia
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 an Inside Sales Representative, Federal to join our Federal Team. The Inside Sales Representative, Federal performs proactive outbound prospecting activities designed to create sales pipeline that contributes to revenue growth. Primary focus is the Department of Defense and Veteran Affairs agencies. Additional Agency prospecting focus will be assigned based on specific marketing activities and events
Engage in outbound prospecting and drive penetration of targets
Works with various assigned BDE’s to drive new business within assigned account base. Assesses assigned current and potential DM needs, determining appropriate Iron Mountain products and solutions.
Builds credibility and relationships through strategic conversations to understand organizational business objectives and goals.
Strategic Account Planning and Pipeline Development
Continuously prospects to develop net new clients, as well as expands existing relationships and products of assigned BDE accounts.
Account Sales & Revenue Growth
Responsible for assisting BDE’s with closing smaller transaction and territory coverage by leveraging an inside/ outside sales overlay.
Collaborate with Sales Director and Business Development Executives assigned to the Department of Defense and Veteran Affairs book of business. Duties include:
Jointly prioritize a list of DOD/VA prospects that is based on market research, IRM solution “fit”, existing customer and channel relationships
Participate in developing a prospecting strategy that includes the DOD/ VA BDE’s, Marketing, Product Management, DOD CDE, Channel Manager and IMGS Leadership
Effectively use Partners and Consultants to identify opportunities and expand contact network
Assist in scheduling appointments for DOD/VA BDE’s.
Provide consistent, clear and effective communication
Work closely with the Federal Sales Director to understand the current prioritization of prospecting needs based on marketing campaigns and events; which include but not limited to industry conferences, tours, and partner events
Drive attendance to IRM events as directed by Director, Federal Sales
Must possess an understanding of all IRM products and services that are eligible for Federal sales credit.
Through prospecting efforts, this position must be capable of identifying and qualifying larger more complex opportunities and then engage the appropriate Business Development Executive or Channel Manager
Partner with local Operations teams and Subject Matter Experts to scope projects, create SOW’s, and support pricing decisions.
Expert knowledge of Federal pricing models, contracts and Schedule A’s.
Solid user knowledge of Iron Mountain’s various software applications, such as, SalesForce.com, Orbit, SafeKeeperPlus, and IMConnect (we will train)
Expert knowledge of all Federal workflows that pertain to contract, proposal and pricing reviews, and processing new accounts.
Maintain accurate SFDC entries
Be an active participant during Federal team meetings
Must demonstrate good time management skills. Maximize selling time and focus on administrative tasks during non-peak business hours.
What We Offer:
Guaranteed Base Salary Pay
Medical, Dental, Vision all start on Day 1
Available: 401(k) with match, Life Insurance, Short term Disability, Flexible Spending Account
Hours: Monday through Friday with a full weekday schedule
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.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE