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The Job

Proactively retain, manage, service and grow an assigned customer portfolio of customers by best practice account management, building strong customer relationships and owning overall customer satisfaction. Ensure all customer contract renewals are secured at the best possible terms and conditions. Provide customers with solutions which create trust. Produce short and long term account management strategies which enables growth whilst mitigating risks in proactively. Positioned to talk strongly in relation to all Iron Mountain products and services.

The Responsibilities

• Manage and grow pipeline opportunity whilst maintaining quality

• Provide strategic growth and retention plan for each account

• Secure customer contract renewals

• Execute customer projects

• Cultivate and maintain effective business relationships with C-level decision makers in strategic accounts

• Build and maintain strong, long-term customer relationships, developing trusted advisor relationships with customer stakeholders

• Oversee the efficient Project Management of Customer On-boarding ensuring any new business is on-boarded and invoiced accurately, as quickly as possible

• Assist in resolving high-severity requests or issue escalations, as needed to ensure customer satisfaction

• Act as the product and solution provider all services offered in the market by Iron Mountain, as well as demonstrate a sound level of Market and Industry knowledge

• Drive the Company’s differentiation/value proposition in the customer portfolio and identify customer needs/opportunities for lead generation for growth and collaborate to ensure growth objectives are achieved

• Own, create and maintain up-to-date Customer Account Plans for your portfolio, including Account Strategy, and a full organisational structure of each account group to ensure the company is engaged across the entire customers business including sub organisations, sister companies or acquisitions

• Proactively target vended and un-vended prospects and key competitor accounts to drive and generate new, profitable revenue growth within Australia (AU) and identify global opportunities. Ensure all business is secured at the optimal terms and conditions for the company

• Own your book of business (BoB) value for the period, high retention/growth focus and commitment to meeting agreed company outcomes

• Reporting and customer account management including compliance, invoicing, sales reporting, risk management, pipeline updates and revenue forecast

The Person

• Willingness to travel and be face to face with clients

• A track record of high performance in B2B Strategic Sales and Account Management

• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level

• Experience in activity-based sales processes

• Experience in delivering client-focused solutions based on customer needs

• Discipline, tenacity with technical aptitude and a high-degree of personal resilience

• Excellent listening, verbal, presentation and written communications skills

• Ability to generate ideas and solutions

• Account Planning and Account Management skills

• Consultative Selling Skills

• Negotiation skills

• Problem solving skills

• Analytical and financial fluency

• Proficiency in MS Office and CRM software (e.g. Salesforce)

• Advanced Negotiation skills

• Business Planning skills

• Strong presence, impact and influencing skills with senior decision-makers

• Strong teaming, influencing and collaboration skills to gain the commitment and secure alignment of staff who are not direct reports

• Proven business analysis, proposal development and financial fluency

• Excellent time management and planning skills with the ability to prioritise conflicting demands Ability to effectively present information to diverse groups

• Excellent time management and planning skills with the ability to prioritise conflicting needs

• Support of all other company agents

Category: Sales

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here .

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

Requisition: J0075295