Senior Account Executive, Enterprise Accounts

About the position

The Senior Account Executive, Enterprise Accounts role is responsible for driving net new sales and revenue from prospective and existing customer accounts within the book of business. Your role will sell solutions through prospecting, networking and executing marketing initiatives and account plans to increase Iron Mountain footprint within assigned accounts resulting in revenue growth and quota attainment.

Responsibilities

• Assesses prospective and assigned customer's current and potential needs, determining appropriate Iron Mountain products and solutions.
• Develops and implements strategies and business plans through understanding the clients business model, planning and decision making channels.
• Positions and illustrates alternative ways of creating the real value of IRM's total solution offerings for clients.
• Builds customer relationships through strategic conversations to understand organizational business objectives and goals.
• Partners with key customer decision maker(s) to structure business strategy as it relates to customer requirements.
• Ensures frequent communication to enable superior customer satisfaction and to keep customer educated on emerging industry trends.
• Continuously prospects to develop net new clients, which includes expanding existing relationships and products of assigned accounts.
• Develops a strategic account plan for each named account leveraging customer knowledge and the Iron Mountain matrixed organization.
• Maintains a consistent 'pipeline' that enables meeting and exceeding quota attainment.
• Responsible for final account sales and revenue growth through leading negotiation process.
• Identifies, sells and closes new areas of opportunity, securing resources and driving sales process.
• Collaborates with the customer on net new opportunities and works through Negotiated and RFP sales processes.

Requirements

• 4+ years of experience in enterprise sales.
• Bachelor's Degree preferred.
• Strong background and knowledge of strategic account management, sales process and solution selling.
• Proven ability to translate customer needs into solution requirements.
• Ability to influence and negotiate through proven sales skills.
• Excellent written, oral and presentation skills.
• Strong interpersonal, planning, analytical skills and business acumen.
• Ability to team effectively at all levels of IRM and customer personnel.
• Strong Power Messaging and Challenger Selling skills.
• Ability to develop, maintain and present to senior level management within their customer base.
• Negotiation skills and effective questioning techniques.

Benefits

• Competitive salary with commissions.
• Opportunities for career growth and development.
• Commitment to diversity and inclusion.