Iron Mountain Associate Inside Sales Representative, SMB in Richmond, Virginia
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you’ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you’ll be part of a global workforce that embraces the differences among us. And here, we’ll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can’t wait to hear about YOU.
The Associate Inside Sales Representative is responsible for growing an assigned book of existing SMB Iron Mountain accounts. You will create and maintain solid relationships with your accounts and use a consultative approach to understand their current business goals and objectives and to leverage that knowledge to position and sell the appropriate solution. Success in this role is measured by hitting and exceeding monthly sales quotas and consistently staying ahead of activity metrics, all in a team-focused environment.
Be fully prepared on every sales call to be able to execute a sales plan. This includes pre- meeting preparation, sales call goal setting, overcoming objections, proper materials and
resource execution and a follow-up plan.
Assesses assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions.
Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for clients through assessing their problems or opportunities and highlighting
IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.
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 partners) while acting as industry expert to the customer.
Partners with key customer decision maker(s) to structure business strategy as it relates to customer requirements (service level expectations, training of IM solutions, FBR 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 prospects to expand existing relationships and products of assigned accounts.
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 IRM product offerings.
Key Skills, Requirements and Competencies:
Education / Experience: 4-year College Degree, preferred
Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling.
Must demonstrate proficiency with and Salesforce.com systems.
Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.
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 through power messaging.
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 to the entire company.
Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues.
Possess a thorough understanding of strategic selling methodologies.
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.
Reasonably expected salary range: $45,000 base salary, plus earned commissions
Reasonably expected salary range: $38,600.00 - $48,300.00
Iron Mountain Incorporated, founded in 1951, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world in approximately 50 countries, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts.
Providing solutions that include information management, digital transformation, secure storage, secure destruction, as well as data centers, cloud services, and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a digital way of working.
Our Cores Values and Code of Ethics are our north star. They provide a solid base for how we do business and behave every day, so each one of us can experience exceptional.
If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to firstname.lastname@example.org. See the Supplement to learn more about Equal Employment Opportunity.
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