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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.
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Iron Mountain is seeking a Business Development Executive, Public Sector. The Business Development Executive role is responsible for driving net new sales and revenue from prospective and existing customer accounts within the Canadian Public Sector vertical. A successful candidate will have extensive experience selling to the Canadian Public Sector, use a consultative based selling approach and work with the wider Iron Mountain Sales teams to identify and close opportunities within this vertical.
The Business Development Executive will proactively manage an account portfolio of named customers within a defined vertical market segment. Focus within these assigned customers is on new opportunity identification, upsell execution, sales cycle management, and the overall customer relationship. In your role, you will sell all Iron Mountain solutions through prospecting, networking and executing marketing initiatives and account plans to increase Iron Mountain footprint within Federal Crown Corps/Local/Provincial governments, Broader Public Sector along with K-12/Higher Education institutions resulting in revenue growth and quota attainment.
Responsibilities:
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Assesses prospective and 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. Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for clients 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.
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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 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 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.
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Continuously prospects to develop net new clients, which includes expanding 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 RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.
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Active within industry associations in the market to increase IN 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 micro economic climate, and potential new business opportunities
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Responsible for final account sales and revenue growth through leading 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 sales process to assist in scoping and pricing for special projects within net new and assigned accounts
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The Business Development Executive 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:
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Position to be located in Ottawa
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Experienced understanding of Canadian Public Sector
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environment along with 5+ years direct selling experience to executive level Public Sector buyers. Demonstrated success in selling technology solutions
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Knowledge of Cloud platforms, Enterprise Content Management, BPO, Workflow, Document Management digitization solutions.
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Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
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Must exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies.
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Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making.
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Ability to influence without authority and team effectively at all levels of Iron Mountain and customer personnel (to include c-level) on a wide range of topics and issues.
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Have a strong background and knowledge of strategic account management, sales process and solution selling within the Canadian Public Sector
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Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
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Create demand by understanding Public Sector vertical market business challenges, delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment
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Total travel up to 25%
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Education / Experience: 4-year College Degree / 4 – 7 years
Category: Sales
