Develops and executes business plan to create incremental pipeline through Partnership vehicles, identifies opportunities with Iron Mountain and Partners through Account Strategy and GTM activity.
Develop and maintain exceptional client relationships that cross many verticals, including Financial Services, Healthcare and Life Sciences, Manufacturing, and Public Sector
Build, leverage and communicate Iron Mountain Partnership benefits to key stakeholders within Iron Mountain, focus on the strategic nature of the relationship to build long-term value and sustainable success for both Iron Mountain and Partners.
Direct and influence lead generation activities to generate pipeline, align with Sales teams on GTM plays to ensure alignment on goals by providing updated business plan(s) and sharing of best practices across regions.
Develops and manages joint Inside/Field Sales processes with the Iron Mountain and Partner sales teams, collaborates with Iron Mountain and Partner teams to organize joint sales calls.
Collaborates with Iron Mountain and Partner Sales Organizations in support of sales campaigns, proposals and closure.
Drives team mindshare through regular communication (win stories etc.) and relationship cadence.
Enable sales teams (Iron Mountain and Partner) on GTM plays by providing both teams with the relevant knowledge in terms of sales, presales and technical knowledge to effectively grow recurring SaaS revenue.
Provides forecasting and account opportunity visibility into Iron Mountain SFDC tracking pipeline action/priorities on a regular basis with stakeholders.
Works closely with the Product Marketing, Presales and Product Management teams to develop structured marketing and enablement plans as part of the overall business plans for execution.
Manage Iron Mountain / Partner engagement escalations and conflicts

Requirements

5+ year’s technology sales experience, positioning SaaS and digital solutions across large, complex accounts, with a proven record of accomplishment.
Exceptional proven sales success working directly with Customer decision makers and key stakeholders
Enthusiastic, inclusive, positive, highly energetic, fun.
Domain Expertise in one (or more) of the following sectors; Public Sector, Financial Services, Manufacturing, Healthcare
Experience as a strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customers.
Experience working across all levels of a highly matrixed global organization.
Experience working with Global and Regional Partners
Strategic mindset and highly consultative approach to partnering with internal and external teams
Must have fluency in English.
2nd language Spanish, French or other language desirable
Education – Bachelors’ Degree or equivalent. MBA highly desirable

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

SaaSdigital solutionssales forecastingaccount strategylead generationsales process managementpipeline managementsales enablementmarketing planscustomer relationship management

Soft skills

exceptional sales successenthusiasticinclusivepositiveenergeticstrategic mindsetconsultative approachrelationship managementcommunicationcollaboration

Certifications

Bachelors' DegreeMBA