At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That's why we need smart, committed people to join us. Whether you're looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.
We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.
Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.
The Job
Responsible for achieving individual sales quota selling Iron Mountain Asset Lifecycle Management solutions to the Iron Mountain customer base.
Key responsibilities include prospecting, networking and executing on marketing initiatives to sell Asset Lifecycle Management solutions to solve customer problems. Consultative based selling of Asset Lifecycle Management solutions consisting of our media destruction services, asset marketing, IT asset management service, and 3rd party products/services provided by our strategic Asset Lifecycle Management 3rd party business partners.
The Solutions Development Executive is the "go-to" ITAD and ITAM subject matter expert within the commercial sales organization and is responsible for teaming with them to identify solution and win Asset Lifecycle Management opportunities.
The Responsibilities Assess prospective and assigned customer's current and potential needs, determining appropriate new revenue streams for Asset Lifecycle Management offerings. 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 Asset Lifecycle Management 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. Actively participate in marketing campaign initiatives in demand and field program execution. Effective internal teaming with Iron Mountain leadership teams, Managing Directors (MD's), Business Development Executives (BDEs) and all associated internal teams across business that support the delivery of the Asset Lifecycle Management solutions. Support account planning and strategy development with key internal team members. Support development of global ALM solutions for Iron Mountain customers. Pipeline development, revenue and bookings within respective territory and/or assigned account portfolio. Achieve assigned Asset Lifecycle Management sales quota as well as contribution towards overall team billing and revenue target. Activities to support pipeline and account activity includes managing timely detailed responses to RFPs. Timely, complete, and accurate input and management of Salesforce.com opportunity information. Final opportunity profitability 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. Activity within industry associations in the market to increase IM awareness, through attending trade shows, reviewing whitepapers and keeping current within market trends. Continual education to stay abreast of latest best practices and development in IT asset management and disposition practices. The Person Strong background and knowledge of IT asset management, IT asset disposition, data and environmental protection standards and regulations, asset remarketing, asset chain of custody, strategic account management, sales process and solution selling. Minimum of 8 years of direct sales experience in large, complex services-based organizations with success in selling technology solutions to senior level executives. Experienced meeting or exceeding multimillion-dollar quota goals. 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 and in-depth understanding of strategic selling methodologies. 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 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. Excellent communication, teaming and presentation skills. Strong business acumen and account planning skills. Proficient in Microsoft Outlook, Excel, Word and PowerPoint. Prior experience using a CRM. Category: Sales
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