Address 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 stor?y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.
The Job
With a heavy organic growth orientation, the Managing Director, Global Industries will be the primary individual responsible for the overall success and end-to-end ownership of client's revenue and margin growth. The position will drive the Strategic Account strategy collaborating with all of the resources required to succeed. An experienced leader, the role will build lasting executive level relationships with our clients to align their strategic priorities with our IRM solution suite and enable both the client's and Iron Mountain's growth. Success will ultimately be measured and rewarded by clearly defined key performance measures that include quota attainment, account revenue and margin growth, and customer satisfaction, retention and loyalty.
The Responsibilities
- Account revenue and margin growth (globally, all products) for his/her assigned accounts
- Lead in a collaborative global, matrix structure and manage indirect internal teams who support the client to ensure we are delivering an optimal customer experience across all functions including Account Management, Sales and Services teams, Operations, and Marketing
- Communication to align and engage the team
- Expand strategic relationships with top global partners through the orchestration and execution of strategic account strategies, built on deep understanding of our customers' business priorities and Iron Mountain's competitive advantages
- Establish trusted advisor status with client's senior executives, through development and presentation of value-add solutions, driving growth and mind share
- Ensure coordinated execution of cross-functional internal teams to maximise global storage and services revenue, while driving growth across Iron Mountain's core offerings and growing portfolio of technology solutions
- Qualify opportunities, leading the strategy and quarterbacking the execution of transformative and dial moving deals, including pricing and contract negotiations.
- Coordinate and collaborate with the customer and our internal solution architecture and product engineering teams to design and implement a winning solution meeting the customer's needs
- Continued formal and informal training and development of solution selling skills, product knowledge and keeping abreast of emerging industry trends.
- Maintain 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
- Strategic oversight of the coordination of internal resources for key account maintenance activities includes business reviews, and leading successful contract renewals
The Person
- 10+ year's technology sales experience, positioning BPM and digital solutions across large, complex accounts, with a proven record of accomplishment
- Proven history of establishing and developing strong partnerships with VP/SVP/EVP/CEO level contacts
- Expertise in the Banking, Finance, Insurance / Financial sector
- Experience as a strategic account lead for a large and complex global organisation, managing relationships with Fortune 100 level customers
- Experience working across all levels of a highly matrixed global organisation
- Ability to align with an encouraged culture to drive team alignment and outcomes
- Proven ability to communicate in a transparent and inclusive manner
- Results-oriented: maximising the business (Revenue and Margin) within the account; bent on growth; self-motivated and proactively seeking new opportunities with an urgency to move the market quickly
- 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
- Collaborative: 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 skill set and excellent executive communications skills. Ability to navigate and collaborate across a large global organization and deal with ambiguity
- Program Management: working with the account management team, organizes the process to capture new Revenue from the customer; organise the cross-functional plan, the team required, and ensures things are done to completion. Build accountability into every plan, from the account plan to individual projects
- Customer Obsessed: expert at opportunity qualification in order to validate "fit for purpose" application of Iron Mountain's offerings against defined customer strategic requirements. Strong presentation skills displaying complex solutions and business case frameworks internally, and in the course of client presentations
Category: Sales
Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers' assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here.
Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.
If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to accommodationrequest@ironmountain.com. See the Supplement to learn more about Equal Employment Opportunity.
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
Requisition: J0068855
