Iron Mountain Inside Sales Representative - Mid Market in Richmond, 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.
As a trusted partner to our clients there is a requirement that our Mountaineers must be vaccinated.
Iron Mountain Incorporated (NYSE: IRM), founded in 1951 and ranked as a Forbes 2018 America’s Best Employers, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world, 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, 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. Visitwww.ironmountain.com for more information.
The Inside Sales Representative Mid Market role is responsible for driving net new sales and revenue from mid-size companies in an existing customer account base within an assigned geographic territory. The position will create and maintain solid relationships with accounts and use a consultative approach to understand the 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, consistently staying ahead of activity metrics, and retaining existing customers, all in a team-focused environment.
Prospect within a book of business to schedule remote meetings, identify customer requirements and map them to a solution.
Ensure consistent customer contact through a minimum of 100 dials and 12 scheduled customer phone meetings weekly; track all activity through Salesforce.com.
Proactively contact at-risk customers and resolve issues through customer needs analysis. Renew contracts well ahead of expiration.
Quickly gain knowledge of IRM product offerings through online courses, self-study and interactive assessments.
The ability to establish strong partnerships with internal customers, such as SDRs, Sales SMEs and Operations, will be critical to success in this role.
Assesses assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions through the utilization of remote Interactive Business Reviews. Develops and implements strategies and business plans through understanding the customer’s business model, planning and decision making channels from understanding the customer's value proposition and ability to explain how they differentiate themselves in the marketplace.
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 channel 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.
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.
Continuously prospect in the assigned book of business to develop net new departments, locations, and services lines; which includes expanding existing relationships and products of assigned accounts. Develop a strategic account plan for each named account leveraging customer knowledge and the Iron Mountain matrixed organization.
Education: 4-year College Degree preferred
Experience: 4 – 7 years of B2B sales experience
Skilled in utilizing social media such as LinkedIn, to identify key contacts, promote self as a thought leader in the Industry, and use effective messaging to offer solutions.
Receptive to feedback and uses it to improve sales and workplace performance.
A self-starter, driven, with strong interpersonal skills.
Consistently hits or exceeds all metrics and sales targets each month, even under tough circumstances.
Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling. Technology Sales Experience a plus
Strong time management skills. Ability to effectively plan for success and allocate the appropriate amount of time spent on various stages of sales cycle.
Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills
Must exhibit excellent written, oral and presentation skills through influential solution selling
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
Strong ability to hold engaging conversations over the phone and through email
Ability to develop, maintain and present to senior level management within their customer base
Business knowledge, insight, and understanding of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations. Aligns unique insights to key customer priorities, reframing the way customers view their business.
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
Experience working with Salesforce.com
Manages sales pipeline effectively and accurately.
Proven ability to negotiate remotely in high stakes sales scenarios
Understands a potential customer’s context through effective questioning and listening.
Proficient with oral and written communication
What We Offer:
Guaranteed Base Salary Pay
Company Sponsored Insurance: Medical, Dental, Vision all start on Day 1.
PTO time: 15 vacation days plus additional 6 sick days and 3 floating holidays.
Available: 401(k) with match, Life Insurance, Short term Disability, Flexible Spending Account, Education Reimbursement
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