Iron Mountain Solutions Business Development Executive 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.
The Solutions Business Development Executive (SBDE) will be part of our North America Public Sector team, Iron Mountain Government Solutions (IMGS). This position will focus on business development activities to achieve our high-growth, multiyear plan to support innovative Digital Transformation initiatives within the federal government sector. These agency initiatives include IT modernization, data management and analytics, cloud migration, and business process transformation. In this role, the SBDE will work with client agencies to develop, design, and deploy data driven transformational capabilities to improve business operational effectiveness and efficiencies. The SBDE will assist agencies in evaluating potential manual business processes, heavy paper use, disparate data repositories plus disconnected business processes, information governance and data management challenges to achieve mission outcome. In partnership with a Solution Architect, this business sales professional will be considered the subject matter expert in digital information management by helping agencies understand how to improve and automate information management business processes through the application of emerging technologies such as machine learning, artificial intelligence, and business process automation.
A candidate will have experience in consultative sales to include prospecting, running discovery calls/demos, negotiating, and a proven track record of closing large, complex federal government acquisitions. The candidate should understand agency mission driven use cases in enterprise data management and business process transformation and apply such knowledge to sell across multiple departments and government agencies. To be successful in this role the candidate will be adept at applying consultative sales and relationship building to build trust and an understanding of client requirements and pain points.
Key responsibilities include developing and executing an account plan, meet quarterly sales goals, prospecting, and executing on marketing initiatives to increase our footprint within your assigned book of business to achieve revenue growth and quota attainment. The SBDE will also proactively manage and prioritize opportunities and coordinate with companywide resources to provide the best customer experience, consult and develop relationships with the assigned agencies to increase the customer spend through new opportunity identification, upsell execution, strategy, channel, white papers, and RFI/RFP development and response.
Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Iron Mountain Government Services.
Develops and implements strategies and business plans through understanding the customer’s mission, strategic plans, decision-making, acquisition strategy and funding.
Positions and illustrates alternative ways of creating the real value of IRM’s solution offerings for customers 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.
Rapidly learn Iron Mountain’s InSight, Iron Mountain’s SaaS Content Management Platform and cloud hosting services
Increase win probabilities through securing strategic teaming partners and alliances.
Actively participates in marketing campaign initiatives in demand and field program execution.
Effective internal teaming with various business line subject matter experts: Solution Architects, Product Development Program Managers, Capture and Proposal Managers to deliver our value proposition and drive Digital solutions, Information Governance and core storage and service revenue growth.
Drive account planning and strategy development with key internal team members.
Responsible for pipeline development and bookings within your assigned account portfolio.
Achievement of assigned sales quota as well as contribution towards overall team booking target.
Activities to support pipeline and account activity includes managing timely detailed responses to RFP’s.
Responsible for timely, complete, and accurate input and management of Saleforce.com opportunity information.
Responsible for achieving opportunity profitable price to win target through leading negotiation process and ensuring an acceptable on-time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. This is facilitated in conjunction with CPO, Legal and market VPs/Directors when needed.
Successful experience in working with customers to influence RFP development so their solution offering is best positioned to win. The SBDE should also have strong proposal review experience and be able to add valuable proposal content to increase Iron Mountain’s win probability.
Activity within industry associations in the market to increase IMGS awareness, through attending tradeshows, reviewing whitepapers and keep current within market trends.
Candidates must have a strong background and knowledge of information governance, data management, electronic content management process and tools, business process / workflow enablement and outsourcing, document and information capture, strategic account management, sales process and solution selling.
Minimum of 7 years of direct federal government sales experience with large (>$100M), complex IT solutions opportunities
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 think strategically and influence and negotiate tactically with key decision-maker 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, collaboration, 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 influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues.
Consultative sales background in helping prospects define both strategic and tactical approach to meet their agency mission, vision, and business goals.
A passion and commitment to help client agencies improve and transform business operations to deliver citizen services and achieve mission outcome.
Strong BPO/Document Management and Information Governance domain knowledge and associated market vertical and technology experience.
Demonstrated success in selling technology solutions to senior level executives.
Excellent communication, teaming and presentation skills.
Strong business acumen and account planning skills.
Minimum of four-year college degree.
Experienced exceeding >$50M quota goals
Knowledge of Enterprise Content Management, BPO, Automated Workflow, Document Management digitization solutions.
Prior experience using a CRM
Iron Mountain is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, creed, age, national origin, sex, sexual preference or handicap.
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