Iron Mountain SVP, Strategic Accounts in United States
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 SVP Strategic Accounts will be an instrumental leader in evolving our Strategic Account teams and customer relationships to new levels. This role will directly lead a talented team of Strategic Account Executives and with the influence and expertise of the leader will align the full power of the IRM organization to drive the highest levels of customer centricity that enable our clients to achieve their objectives.
With a heavy organic growth orientation, this role will be responsible for the overall success of a collection of our strategic clients, to include the end-to end ownership of client’s profit and revenue growth. The SVP Strategic Accounts will form and drive the Strategic Account strategy collaborating with all of the resources required to succeed. An experienced leader of A-teams, the role will build lasting relationships with our clients to align their strategic focus with our IRM solution suite and enable both the clients and IRM’s growth. This role will lead in a collaborative global, matrix structure and manage all direct and indirect internal teams who support the client to ensure we are delivering an optimal customer experience across all functions including Account, Sales and Services teams, Operations, and Marketing.
Creation of a global strategic plan and roadmap to deliver account revenue growth and profitability for assigned set of accounts. Create a culture of accountability and customer success. Maintains significant knowledge of customer’s business trends, current macro and micro economic climate, competitive awareness, legislation, market intelligence and potential new business ideas to exploit growth opportunities and provide long-term strategic direction
Collaborate with our Solutioning teams to understand customer needs and build compelling and distinctive solutions that drive value for IRM and the client. Ensure that the teams account plans addresses advanced scenario planning including impacts resulting from changes in the customer's business strategy, product development pipeline, and M&A.
Provide overall hands-on leadership to the team by building, motivating, training, coaching and developing a highly effective sales team to meet the growing and changing needs of the customer. Lead the team as we embed a solution selling culture, build higher-level relationships through rigorous opportunity and Account Planning with our customers and seek to understand their challenges.
Regularly assess business development plans, quarterly business reviews, contracts and reporting, gain an understanding of the key players in our global client relationships. Develop and implement a plan for gaining deeper trust and engagement of senior / executive management for both our clients and ourselves.
Acting as the voice of the customer, ensure proper customer service levels are maintained and we exceed customer expectations. Function as senior liaison within sales, solutions, implementation and delivery/ ongoing customer support functions to manage, escalate and resolve issues as appropriate. Define the goals for customer service levels and work with the regional counterparts to drive a customer centric culture of performance for our global accounts.
Continued formal and informal training and development of selling skills, product knowledge and industry trends
Results-oriented : focused on driving key results with urgency to move the market quickly, shows drive and manages performance in the team. Motivates the team to get great results.
Executive Presence : creating new and strengthening existing executive level relationships to deeply understand motivations and preempt competitive inroads; coordinate the account team appropriately. Ability to create and maintain formal and informal networks.
Talent and Organization Development : highly committed to and passionate about hiring, managing, developing and retaining talented employees within their immediate team. Creates a high-performance, sustainable team and function that drives the goals and objectives of the organization. Mentor the work of less experienced personnel enabling the strategic accounts organization.
Collaborative : support and drive internal team building to get the right people involved at the right time to produce the best outcomes; lead planning sessions that foster new and useful ideas. Cross-functional, regional collaboration skillset and excellent executive communications skills. Ability to navigate and collaborate across a large global organization and deal with ambiguity.
Customer Obsessed: expert at opportunity qualification in order to validate “fit for purpose” application of IRM’s offerings against defined customer strategic requirements. Strong presentation skills showcasing complex solutions and business case frameworks internally, and in the course of client presentations.
Global Outlook : ability to operate in a global business, understanding the importance of cultural diversity while at the same time being able to drive effective change across different cultures.
10+ years strategic sales management experience with a proven record of top-level performance that have sustainable exceeded objectives. Experience building, managing and retaining top talent in sales organizations.
Preferably experience in Technology related and/or in the Financial Services, Energy or Pharmaceutical Industry.
Financial and Business acumen, comfortable interpreting data and making data driven decisions
Category: Sales Group
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 Value at https://www.ironmountain.com/about-us/values s at https://www.ironmountain.com/about-us/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.
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