Iron Mountain

Operations

• The Opportunity: The Managing Director, IRS Operations (“Managing Director”) will be responsible for leading and managing all aspects of Iron Mountain’s Digital Operations in support of our IRS contract. This contract is the single largest contract in Iron Mountains history and will have visibility across our C-Suite. The role will serve as the strategic and operational expert for all business aspects of the IRS digital operations portfolio including paper-to-image scanning operations, Intelligent Document Processing, and Business Process Management services. The Managing Director will have leadership responsibility for the IRS P&L. The Managing Director must be capable of leading our operational excellence program through executing on key performance indicators, identifying specific opportunities, and leading actions for improvement where required. This role is expected to serve as the subject matter expert, leading all digital business operational matters for the IRS The Managing Director must possess broad and adaptive decision-making skills, leading with company values, as well as the best interest of the organization and customer top-of-mind. The position will create the multi-year financial plan, meeting or exceeding budgets, evolving the capability roadmap, and overseeing the operational delivery for the IRS contract in terms of quality, timeliness, and efficiency. The role will be critical in coordination of efforts across the functional areas of Iron Mountain (e.g., HR, IT, finance, solutioning, implementation, and product management) to ensure the near-term needs of the customers and operations are met and the longer-term planning is aligned with the regional, global, and product strategies. The Role and Responsibilities Service Delivery: The Managing Director will be responsible for the performance of all digital operations to deliver the IRS contract. This performance includes customer KPIs for on-time performance, quality, and any other pertinent measurements required by Iron Mountain customer agreements. The Managing Director must be equally adept at identifying root causes of delivery issues, identifying appropriate remediation, and overseeing the remediation activities in the regions. Operational Excellence and Production Management: The Managing Director will regularly meet with their direct reports to review operational matters and results. Ensuring hands-on active leadership, the Managing Director will base decisions on review and analysis of activity with an understanding of resource allocation, production capacity, and challenges and opportunities at the region or country level. The Managing Director will hold directors accountable for production results, following workflows, and ensuring that safety and security procedures are followed and understood by all teams. Cross-Functional Coordination: The Managing Director will be responsible for serving as the main point of coordination between the operations and other functional teams across Iron Mountain. This position will liaise with IT, Federal Account, and Product peers on operational status, plans, and any challenges that affect other areas or from which assistance is sought. The Managing Director will be called upon as the operational expert in both escalation of customer concerns and in the pursuit of new opportunities along with commercial resources. Financial Execution: Working with the VP and Finance Business Partner, this leader will be responsible for the financial planning and performance of IRS Digital Operations. This includes financial forecasting and delivering the financial results expected by the business. In order to deliver on these results, the Managing Director will work with commercial teams to ensure that each customer engagement is delivering the expected financial result, or that an active plan is in progress to bring the financial results in line with expectations. Financial Oversight: In partnership with the Finance Business Partner through the analysis of trends and the monitoring of P&L, the Managing Director will manage financial performance of the programs. They will develop and execute appropriate plans to achieve targets based on current performance and forecasted trends. Working alongside directors and the Finance Business Partner, the Managing Director will develop gap plans to minimize risk of missing financial objectives and to manage annual operating and capex budgets that are consistent with market strategy. In addition to developing, presenting, and maintaining annual business plans for the regions, the Managing Director will maintain a multi-year real estate plan to proactively address space needs and shifts in customer activity. The Managing Director will also hold approval authority for pricing proposals impacting the IRS Digital Operations P&L. Financial Acumen: Play a key role in developing annual budgets, monthly forecasts, and gap planning. The Managing Director must demonstrate a solid understanding of financial statements and how to use the data to make business decisions including analyzing activity trends and pipelines to forecast activity and labor requirements. The Managing Director will similarly understand the impact of price and deal structure on the bottom-line. Multi-Year Planning: Support the development of the business strategy for growth in the IRS and Treasury Department. This strategy will be the basis for the multi-year planning that will include expected operational profitability along with initiatives to deliver improvement, investments in operational capabilities, and investments in transformational items in the operations (e.g., facility consolidations or expansions). Business Development: Revenue Management: Partner with the sales teams to deliver revenue growth by helping sales efforts in closing opportunities and ensuring timely implementation of Iron Mountain solutions and services. Partnering with sales and customer service teams, the Managing Director will ensure SLAs are met and will develop relationships with the IRS. They will participate in key account renewals with authority to sign contracts. Account Sponsorship: Work closely with Federal sales/account management on opportunities as well as on removing obstacles to expedite revenue generation. They will drive initiatives within the four regions and participate in regional acquisitions. Problem Solving: Proven ability to understand customer challenges and work with operations and sales teams to develop win-win solutions. The ability to adjust the strategic plan and change course to mitigate risk and ensure mission accomplishment is a critical competency. Leadership, Talent Development, & Culture: While the Managing Director will need to earn and maintain the role of operational expert, much focus should be placed on teaching operations management resources and lending experience in order to build scale and develop talent. The Managing Director should also play a role in identifying high-potential talent that can be counted on for stretch assignments or are ready to serve in expanded roles based upon previous performance. Succession planning as well as contingency planning will also be part of this leader’s professional mandate. Organizational Structure Oversight: Charged with regularly reviewing organizational structure and labor capacity to ensure appropriate alignment with business volume and margin expectations/budget plans. In addition, regular review of the organizational model will be required to ensure plans and resources are in place to meet the needs of our customers, operational metrics, and financial goals. The Managing Director will partner with Human Resources as needed to make organizational changes. Employee Development: Responsible for driving a strong culture of leadership development with consistent standards and approaches to talent assessment. Partnering with HR on development activities and workshops to address the key competencies required for success in each role and to support individual development plans, the Managing Director will ensure talent is reviewed regularly and successors identified for all exempt roles. Culture: Responsible for creating a positive and inclusive work environment that values and respects the ideas and experience of all employees. Ensuring Iron Mountain’s core values are upheld, providing necessary leadership and focus to the frontline workforce, driving a culture of safety, and partnering with HR to foster and promote a positive work environment for all employees through active leadership and regular, open, two-way communication, will define this leader’s success. The Managing Director will create an environment where innovative ideas from all team members are welcomed, reviewed, and actioned.

VP, Managing Director – Federal Digital Operations

Procurement

Lead the end-to-end strategy, governance, and execution of the company’s employee benefits portfolio globally.
Negotiate and manage relationships with benefits management firms, insurers, and service providers.
Define and enforce global benefits policies and align benefit offerings with business objectives and regulatory requirements.
Develop and maintain a global category plan, sourcing levers, and deploy global best practices in category planning and strategic sourcing.
Drive complex sourcing events, structure global framework agreements, MSAs, and outcome-based contracts.
Manage supplier performance, assist in QBRs and performance interventions across regions.
Partner with HR, Finance, Legal, Procurement, IT and other stakeholders to align sourcing needs and delivery models.
Ensure sourcing, contracting, and supplier activities meet internal policy and external regulatory requirements across jurisdictions.
Lead, mentor and build procurement capability across multiple geographies and support Global Procurement brand development.
Deliver P&L-impacting savings, supplier consolidation, adoption of global standards, and improved supplier metrics.

Global Senior Category Manager – Human Resources and Benefits

Director

• Own strategy, execution and orchestration to deliver on build, market and sell initiatives globally at scale
• Lead a virtual Cloud team that includes Product Marketing, Partner Marketing, Solution Architect, and Cloud MarketPlace Sales Operations
• Collaborate with Microsoft and Iron Mountain stakeholders to own the quarterly joint build (innovation) roadmap and annual co marketing plan
• Identify new strategic go to market opportunities across targeted industry verticals and geographies
• Create and execute the Partnership business plan with key partner (Microsoft) AND internal stakeholders (sales, marketing, legal, product management and engineering)
• Own an Hyperscaler ‘Sell With’ revenue number and execute a sales strategy by leading with Microsoft MP
• Nurture strong relationships at all levels within Microsoft
• Enhance and accelerate Iron Mountain’s GTM and Relationships with Agencies, Regional and Global System Integrators, Managed Service Providers and Resellers
• Own a pipeline target and build a qualified pipeline of Microsoft and as well as, Iron Mountain sourced opportunities
• Leverage partner portal and internal CRM tools for managing pipeline activities
• Lead the execution of MarketPlace Private Offers (Direct & through SI Partners)
• Provide accurate and detailed weekly, monthly and quarterly forecast funnel of the opportunities to meet and exceed partnership revenue objectives
• Evangelize Iron Mountain at Microsoft and System Integrator (SI)/Consulting Partner events and conferences
• Sustain strong relationships with internal stakeholders cross-functionally and act as a partner to the direct sales team
• Develop creative ways to engage and evangelize Iron Mountain offerings on Microsoft across global teams and locations at Iron Mountain
• Be the face of the Azure Cloud inside Iron Mountain, especially to our field. You will be a primary enablement engine for our Sales leaders and field sellers. Leveraging the relationships and Marketplace to increase Sales productivity and increase pipeline for Iron Mountain
• Build and execute on Iron Mountain’s strategic agreements with Microsoft

Director of Microsoft Partnership

Customer Support

• Qualifying requirements and responsibilities: Complex Document Creation & Review: Create complex Pricing Models, pricing Quotes/Price Schedules, and other documents as needed. Create/Review opportunity documents for completeness and accuracy to ensure a complete Contract Package. Submit Contract Package for execution via E-Signature platform. Manage opportunity progression on complex deals and/or in-country opportunities.
• Data Analysis & Reporting & Communication: Create various custom/complex reports and/or presentations; analyze data and provide feedback; import, consolidate, format, and analyze customer and sales data from multiple systems; monitor SLAs and provide status reports; update on deal and price performance; translate data into actionable recommendations.
• Information & Compliance Support: Complete complex Due Diligence, Quality Assurance, Information Security Questionnaires, and other Requests for Information documents; act as a trusted Global partner to ensure internal policies and processes.
• Team Collaboration & Process Improvement: Assist in training new team members; identify opportunities to improve the sales process; lead small-scale process improvements; other duties/projects as assigned.

DOC Support Specialist

• The ideal candidate for this position is an exceptional Sales Operations Business Partner who will serve as the trusted advisor to our Enterprise Account Executive teams.\n• This role will be responsible for providing insight to enable and execute the sales strategy, structure, processes and measurements to help drive revenue growth.\n• Will work closely with the VPs of the Enterprise Account Executives , as well as partnering with our cross functional support teams to develop strategic initiatives to drive long term success.\n• The ideal candidate should be a natural leader , a team player, and be able to support our sales teams on all strategic and tactical matters.\n• The ideal candidate will have an entrepreneurial spirit, a curious nature, and thrive in a constantly evolving , fast paced global environment, a passion for numbers, and have the confidence and positive attitude to make a difference.\n• Primary Duties/Responsibilities: Analyze large data sets and provide insights and recommendations to Senior Leadership. Communicate effectively with leadership to influence decision making. Assist Sales leadership with initiative tracking, lead-to-revenue, KPIs, and performance management. Provide reporting, analytics, and business intelligence to support strategic and tactical initiatives. Serve as a resource for sales compensation issues for leadership. Review performance management trends and results with segment sales management. Ensure availability of bookings, pipeline, and forecast reports to sales leadership. Enable sales teams to fully understand dashboards, reports, and compensation mechanics. Utilize centralized Sales Operations resources to provide solutions for assigned segment/region. Support effective use of Salesforce.com to measure and improve sales productivity/compliance. Share responsibility with sales leadership to ensure process standards and SLAs are met. Facilitate annual planning, quota allocation, and compensation plan distribution. Consult with sales leadership on book of business assignments to ensure proper system mapping. Attend sales management meetings to provide Sales Operations updates. Lead and support broader Sales Operations initiatives and projects for assigned segments/regions.

VP, Managing Director – Federal Digital Operations

Global Senior Category Manager – Human Resources and Benefits

Director of Microsoft Partnership

DOC Support Specialist

Senior Sales Operations Business Partner