Iron Mountain Vice President, North American Enterprise Sales-Iron Mountain Data Centers in Remote, Arizona
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesn’t just embrace what’s exceptional. It creates exceptional.
The Vice President, Enterprise Sales, North America, Iron Mountain Data Centers, is an executive sales leadership role that requires a self-driven leader who has a proven track record of building high performance, acquisition oriented sales teams that deliver revenue results in one of the fastest growing segments in IT infrastructure, and who can position Iron Mountain Data Centers to capitalize on accelerating trends in both data center outsourcing and explosive growth in the interconnection market.
Develops the Iron Mountain Data Center client base in North America by positioning the Iron Mountain global data center platform across the market, with a strong focus on targeting opportunities in the Finance, Healthcare, Insurance, Cloud, SaaS, Content, eCommerce, Managed Services and Manufacturing verticals.
Exceeds quarterly sales targets and further develops regional sales teams focused on the Eastern and Western North American markets; Provides professional leadership of the sales organization, and coordination with other key stakeholder organizations during every aspect of the client engagement cycle from and qualification from through closure.
Develops value propositions and business cases, while leading on commercial, legal and other negotiations that deliver the sale. Accountable for maximizing the financial outcome for Iron Mountain Data Centers by securing profitable business.
Employs a consultative sales approach across all levels of the client decision-making spectrum, with a keen focus on developing executive level client relationship(s).
Exceed individual quarterly sales targets by employing a direct/B2B sales approach focused on new business acquisition (i.e. - not retention) from both new logo and existing clients.
Prospect for new clients through direct/B2B organic prospecting efforts, Marketing driven demand generation leads, the IMDC internal channel and by working with partners, agents and brokers as indirect lead sources.
Manage the client engagement cycle from prospecting, to proposal through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients.
Position Iron Mountain Data Centers at multiple decision making levels within key client stakeholder organizations at all stages of the sales cycle.
Negotiate pricing and commercial terms directly with clients.
Ensure effective communications and coordination between the Enterprise Sales, North America, sales team, and other key stakeholders within Iron Mountain Data Centers, including, but not limited to, Solution Engineering, Marketing, Legal, Design & Construction, Finance, Operations and Networks.
Manage alignment between the Enterprise Sales, North America, and key stakeholders within the Iron Mountain GRO team, with a strong focus on the Global Strategic Accounts and US Federal teams.
Oversee satisfaction of client and prospect base including, but not limited to, sales orders, moves, adds, changes, billing, implementation, service issues, SLA’s, and contractual terms.
Develop detailed strategic account development plans, including positioning matrix and revenue forecasting. Manage opportunity funnel in Salesforce.com to 100% accuracy.
Stay current with new Iron Mountain Data Centers propositions and service offerings, keeping up to date with the new Service Portfolio and market trends.
Ensure that the quota bearing sales team has the knowledge, skill and development plans to overachieve in their assigned roles.
Allocate staff to existing and targeted accounts while reviewing account support structure and processes. Identify and implement changes to improve and ensure client satisfaction.
Analyze monthly performance of sales funnel, revenue and other key operating performance indicators.
At least 15 years of quantifiable experience managing a team of between 15 to 20 FTE’s focused on direct, B2B, relationship driven, new logo acquisition sales in the data center, cloud solutions, IT services, telecommunications, or related technology vertical, in a highly transactional sales environment.
Demonstrable experience in complex, executive level selling and relationship development with clients operating in complex, global matrix driven, organizational structures.
Proven ability to assess customer business issues, requirements and budget constraints and prescribe solutions.
Excellent knowledge of big data trends (Internet of Things, Artificial Intelligence, Cloud Adoption, Social Media, Content). Strong understanding of the data and mobile communications industry.
Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions.
Evident proficiency in articulating key drivers and use cases for moving workloads from Public to Private Cloud.
Strong understanding of competitive Data Center Exchanges and network providers offering Cloud Connection.
Compelling, IaaS, SaaS and Private Cloud Connection product knowledge.
Strong communicator who must be able to analyze complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc.
Ability to communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders.
Desired Job Skills:
Technical sales requiring cross functional coordination of engineering, product, marketing and operations teams.
Sales training experience in MEDDIC, SPIN, Holden Power Based Selling, Miller Heiman, or similar sales programs.
Self-motivated, independent work style with superior lead generation skills.
Salesforce.com knowledge is a must.
Competitive intelligence on the colocation and managed hosting space a plus.
Knowledge/ experience in the cloud space.
Strong corporate and boardroom image a plus.
About Iron Mountain Data Centers
Iron Mountain Data Centers, a division of Iron Mountain Incorporated (NYSE - IRM), is a leading provider of data center solutions and colocation services. The company’s global portfolio of purpose-built data centers addresses the exacting requirements for multinational enterprises across multiple sectors, including Finance, Public/Federal, Social, Analytics, Cloud, SaaS, Network, Content, Managed Services, eCommerce and Healthcare. Iron Mountain data center services include dedicated data centers, private data center suites, secure cages, individual cabinets, carrier-neutral network interconnection services, remote hands and more. For more than 30 years, discerning colocation customers have chosen Iron Mountain data center services as the safe choice based on our proven track record in client service excellence, established reputation in security & compliance leadership, maximum efficiency, and predictable results. Visit www.IronMountain.com/datacenters for more information.
Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE