Business Development Executive

The Business Development role is responsible for driving net new sales and revenue from existing customer accounts within the assigned vertical. Your role will sell products, services, and solutions through prospecting, networking, and executing marketing initiatives and account plans to increase Iron Mountain's footprint within the assigned accounts resulting in revenue growth and quota attainment.

Responsibilities:

• Assesses assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions. Develops and implements strategies and business plans through understanding the client's 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. Leverages resources including, but not limited to, Managing Directors of GI Accounts, Global Account Managers, and Global Account Representatives who are part of the matrix organization of Iron Mountain. Positions and illustrates alternative ways of creating the real value of Iron Mountain’s total solution offerings for clients through assessing their problems or opportunities and highlighting Iron Mountain’s areas of strength, competitive pricing, customer satisfaction, and competitive advantages within each assigned account.
• Builds customer relationships through strategic conversations to understand organizational business objectives and goals. Understands and influences a wide range of customer stakeholders (including Iron Mountain channel partners) while acting as an industry expert to the customer. Partners with key customer decision maker(s) to structure business strategy as it relates to customer requirements (service level expectations, training of Iron Mountain solutions, 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 expands existing relationships and products of assigned accounts. Develops a strategic account plan for each named account leveraging customer knowledge and the Iron Mountain matrixed organization. Maintains a consistent ‘pipeline’ that 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 Iron Mountain product offerings.
• Active within industry associations in the assigned vertical market to increase Iron Mountain awareness through attending trade shows, reviewing whitepapers, and keeping current within market trends. Maintains a deep knowledge of customer’s business trends, current macro and microeconomic climate, and potential new business opportunities in a given country or where relevant, globally.
• Responsible for final account sales and revenue growth through leading the negotiation process and ensuring an acceptable on-time outcome from a solution proposal, pricing, profitability, liability, and SLA perspective for accounts to meet and exceed quota attainment. Responsible for identifying, selling, and closing new areas of opportunity, securing resources, and driving the sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
• The Business Development role will work to collaborate with the customer on net new opportunities and work through negotiated and RFP sales processes. Must understand customer requirements to negotiate the contract, collaborating with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate. May be required to perform customer needs and service analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, as well as lead and contribute to the proposal responses process.

Key Skills, Requirements, and Competencies:

• Candidates must have a strong background and knowledge of strategic account management, sales process, and solution selling.
• Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions.
• Must 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.
• 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 team effectively at all levels of Iron Mountain and customer personnel (to include CXO level) on a wide range of topics and issues.
• Candidates must have or quickly develop strong Power Messaging and Challenger Selling skills and incorporate these into their regular selling routine.
• Ability to develop, maintain, and present to senior level management within their customer base.
• Create demand by understanding specific vertical market business challenges, delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
• Negotiation skills, effective questioning techniques, account/relationship management experience.
• Proficient with oral and written communication.
• Total travel up to 25%.
• Education / Experience: 4-year College Degree / 4 – 7 years.