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Solutions Development Executive - Hyperscale

Asset Lifecycle Management

Iron Mountain’s Asset Lifecycle Management (ALM) business is responsible for the deployment, management, and ultimate decommissioning and disposition of technology assets. These include hard drives, servers, laptops, tablets, and network devices that contain customer or organizational data that needs utmost safeguarding when they reach their end of useful life.

In the process, ALM takes IT assets to sanitize, clean, and remove the data and recycle or repurpose in a sustainable and environmentally sound way.

Responsible for achieving individual sales quota selling Iron Mountain Asset Lifecycle Management (ALM) solutions within a defined vertical segment of the Iron Mountain customer base. Key responsibilities include prospecting, networking and executing on marketing initiatives to sell Asset Lifecycle Management (ALM) to solve customer problems. Consultative based selling of Asset Lifecycle Management (ALM) consisting of our media destruction services, eWaste recycling, asset marketing, IT asset management service, and 3rd party products/services provided by our strategic Asset Lifecycle Management (ALM) 3rd party business partners.

The SDE will proactively manage an account portfolio comprised of named Iron Mountain IMGAs (Customers) within the Hyperscale vertical market segment. Focus within these assigned IMGAs is on new opportunity identification, upsell execution, sales cycle management, and the overall customer relationship.

Key Responsibilities:

• Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Asset Lifecycle Management (ALM) offerings.

• Develops and implements strategies and business plans through understanding the customers; 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 Asset Lifecycle Management (ALM) solution offerings for customers 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.

• Effective internal teaming with Business Development Executives (BDEs), Customer Development Executives (CDEs), Consulting Program Managers/SMEs to deliver our value proposition and drive Asset Lifecycle Management (ALM) and service revenue growth from our Asset Lifecycle Management (ALM) program customers

• Responsible for final opportunity profitability through leading negotiation process and ensuring an acceptable on-time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment.

Qualifications:

• Candidates must have a strong background and knowledge of IT asset management, IT asset disposition, data and environmental protection standards and regulations, asset remarketing, asset chain of custody, strategic account management, sales process and solution selling

• Minimum of 10 years of direct sales experience in large, complex services based organizations.

• Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills .

• Professional Services/Consulting professional with 10+ years of direct selling experience to executive-level buyers.

• Minimum of four-year college degree

• Experienced meeting or exceeding multimillion-dollar quota goals

Travel Requirements:

25% - 50% travel

WHAT’S IN IT FOR YOU?

An ever-evolving global organization focused on transformation and innovation.

A support system where you have a safe place to voice your opinion and share feedback,

Global connectivity to learn from 26,000+ teammates across 60 countries.

Competitive Total Reward offerings to support your career at Iron Mountain, family, personal wellness, financial wellbeing, and retirement.

But enough about us. We want to hear from you. Apply today.

#Li-Remote

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: J0077828