Iron Mountain Business Development Executive Insight in Boston, Massachusetts
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.
InSight Business Development Executives focus on selling net new revenue opportunities within Iron Mountain’s customers, with a focus on Iron Mountain’s InSight Content Services Platform. BDEs are engaged by core Iron Mountain sellers and support opportunities involving new logos, cross selling new product lines, new locations and up-selling. BDEs will support deal qualification, discovery, scope/fit, competitive positioning and close plans to enable revenue growth and quota attainment. Additional responsibilities include:
Will report within a Specialists Team and aligned to support the Core and Global Industry Sales teams
Assess prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions. Develop and implement strategies and business plans through understanding the customers’ 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. Position and illustrate alternative ways of creating the real value of IRM’s total solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages.
Increase the net new revenue stream, build customer relationships through strategic conversations to understand organizational business objectives and goals, key customer decision maker(s) to structure partnership 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 prospect to develop net new opportunities which include expanding existing relationships and solutions within assigned accounts. Maintain a consistent pipeline that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include prospecting, account planning, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.
Responsible for identifying, selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
Partner with the customers on renewals and work through any RFP process by identifying gaps in current contract in place and understanding customer needs in order to successfully renew the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate to drive customer retention strategy.
Activity within industry associations in the market to increase IM awareness, through attending tradeshows, reviewing whitepapers and staying current within market trends.
Must have a strong background and knowledge of strategic account management, sales process and solution selling
Minimum of three years of direct sales experience in the services based industry or equivalent
Must have the proven ability to translate and qualify the customer need(s) into solution requirements through creating powerful value propositions
Have the ability to reach and influence decision makers through proven sales skills and needs identification by aligning unique insights to key customer priorities and consultative selling
Must exhibit excellent written, oral and presentation skills through power messaging
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
Have strong relationship building skills to quickly develop customer rapport, build confidence in both you and Iron Mountain, and create trust leading to generating new business
Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues - experience in complex sales organizations
Have a “hunting” or prospecting mindset to cold call and complete customer research and outreach even when pipeline is full
Demonstrate strong sales posturing where as a seller you are perceived as a confident, trusted advisor and on an equal business stature
Possess sales technology skills embracing salesforce.com, video conferencing for selling, business social networking and utilizing sales enablement/marketing tools to their advantage
US: Iron Mountain is an equal opportunity employer, and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, marital status, age, sexual orientation, disability, veteran status or other legally protected classifications under applicable federal, state, or local laws in making employment decisions.
CAN: Iron Mountain Canada Corporation (“Iron Mountain”) is an equal opportunity employer and employs qualified individuals based upon job-related qualifications regardless of race, religion, colour, sex, national origin, age, disability, sexual orientation, or any other status protected under applicable provincial, federal, or local law.
Ontario: Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
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.
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