Title: Business Development Executive
About Iron Mountain
Founded in 1951 and headquartered in Boston, Iron
Mountain (NYSE symbol IRM) is an S&P 500 company and a
member of the Fortune 1000 (currently ranked: 643) with
around $3 billion in revenue.
Iron Mountain is the market leader in information
management services and counts 97% of the Fortune 1000
as its clients. The company assists more than 140,000
organizations in over 30 countries on five continents
with storing, protecting and managing their information.
Its knowledge and reputation for security have combined
to make it the world’s leading provider of:
Iron Mountain helps organizations reduce costs, risks
- Records management
- Data back-up and recovery
- Information destruction
and inefficiencies in managing their physical and
digital data. Its solutions enable customers to protect
and better use their information—regardless of its
format, location or lifecycle stage—so they can optimize
their business and ensure proper recovery, compliance
Customers have put their trust with Iron Mountain. The
company safely stores some of the world’s most valuable
historical artifacts, cultural treasures, business
documents and medical records. It currently safeguards
and provides access to more than 440 million cubic feet
of records and 75 million computer backup tapes, and the
list is growing. To properly protect and render this
information, Iron Mountain employs almost 20,000
professionals and boasts an unrivaled infrastructure
that includes 3,500 vehicles, 10 data centers and more
than 1,000 facilities.
Iron Mountain is one of the most successful roll-ups in
history with a unique business that benefits from a 90%
recurring revenue model. It is now at critical point in
its own evolution and growth as the company looks to
scale and further develop best-in-class capabilities.
Consequently, the company is seeking to attract
exceptional leadership talent to help transform Iron
Mountain and fuel its growth in both core and future
The Vertical Business Development role is responsible
for driving net new sales and revenue from prospective
and existing customer accounts within their respective
vertical. Sells solutions through prospecting,
networking and executing on account plans and marketing
initiatives to increase Iron Mountain footprint within
assigned accounts resulting in revenue growth and quota
A. Manage and develop accounts for sustained revenue
growth (prospecting & qualification)
and potential needs, determining appropriate Iron
- Assesses prospective and assigned customer’s current
Mountain products and solutions. Develops and implements
strategies and business plans through understanding the
clients 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.
B. Relationship Management
conversations to understand organizational business
- Builds customer relationships through strategic
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 customer educated on emerging industry
trends related to customer’s organizational information
management needs. Employs appropriate methods of
persuasion when soliciting agreement.
C. Strategic Account Planning and Pipeline Development:
well as which include expanding existing relationships
- Continuously prospects to develop net new clients, as
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’ the 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.
D. Industry Knowledge:
increase IM awareness, through attending tradeshows,
- Active within industry associations in the market to
reviewing whitepapers and keep current within market
trends. Maintains a deep knowledge of customer’s
business trends, current macro and micro economic
climate, and potential new business opportunities.
E. Account Sales & Revenue Growth:
through leading negotiation process and ensuring an
- Responsible for final account sales and revenue growth
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.
with the customer on net new opportunities and work
- The Business Development role will work to partner
through Negotiated and RFP sales processes. The Business
Development role must understand customer requirements
in order to successfully negotiate the contract,
partnering 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 proposal
Job Requirements:Functional Knowledge, Skills, and Competencies:
of strategic account management, sales process and
- Candidates must have a strong background and knowledge
need(s) into solution requirements through creating
- Must have the proven ability to translate the customer
powerful value propositions and negotiation skills.
proven sales skills and needs identification by aligning
- Have the ability to influence and negotiate through
unique insights to key customer priorities.
skills through power messaging.
- Must exhibit excellent written, oral and presentation
skills and business acumen for effective decision
- Encompasses strong interpersonal, planning, analytical
and think in broad terms, considering the impact to the
- Candidates should be able to make business decisions
customer personnel (to include c-level) on a wide range
- Ability to team effectively at all levels of IRM and
of topics and issues.
Messaging and Challenger Selling skills and incorporate
- Candidate must have or quickly develop strong Power
these into their regular selling routine.
- Experience in large complex sales organization.
- Possess a thorough understanding of strategic selling
- Self motivated and self directed
- Proven ability to meet and exceeding quota targets.
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.
Nature of Impact:
Responsible for driving new business from prospective
and existing customer accounts within their respective
territory, and meeting and/or exceeding all sales quotas
to achieve division revenue goals.
Area of Impact:
Sales organization and assigned territory
1. Ability to present to senior level management
2. Negotiation skills
3. Account/relationship management
4. Effective questioning techniques
5. Proficient with oral and written communication
Disclaimer: This job description is not meant to be an
all-inclusive statement of every duty and responsibility
of the jobholder. Certain features of this job are
described in the above headings, but are not necessarily
limited to the above written statements. They may be
subject to review. All positions within Iron Mountain
may include other duties as assigned.
Iron Mountain is an Equal Opportunity Employer and does
not discriminate on the basis of race, religion, color,
creed, age, national origin, sex, sexual preference or
You think you have a mountain of paperwork to deal with? Iron Mountain is one of the world's largest records storage and information...