Assess prospective and assigned customers 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&aposs value proposition and ability to explain how they differentiate themselves in the marketplace.
Position and illustrate alternative ways of creating the real value of IRMs total solution offerings for customers through assessing their problems or opportunities and highlighting IRMs areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.
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 customer educated on emerging industry trends related to customers organizational information management needs.
Employs appropriate methods of persuasion when soliciting agreement.
Continuously prospect to develop net new customers, as well as which include expanding existing relationships and products of assigned accounts.
Maintain a consistent pipeline the enables meeting and exceeding quota attainment.
Activities to support pipeline and account activity include, managing timely detailed responses to RFPs, 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 trade shows, reviewing white papers and keep current within market trends.
Qualifications:
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 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 through power messaging
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
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
Experience in complex sales organizations
Possess a thorough understanding of strategic selling methodologies
