Solution Executive, ALM

Iron Mountain

3d

About The Position

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain. We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways. Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation. 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. The ALM Solution Executive is responsible for achieving individual sales quota selling Iron Mountain (IRM) 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 SE will proactively manage an account portfolio comprised of named Iron Mountain Customers within the Enterprise vertical market segment. Focus within these assigned IMGAs is on new opportunity identification, upsell execution, sales cycle management, and the overall customer relationship.

Requirements

• Candidates must have a strong background and knowledge of IT asset management, IT asset disposition, data environmental protection standards and regulations, asset remarketing, asset chain of custody, sales process 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
• Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
• Must exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies
• Encompasses strong interpersonal, planning, analytical skills and business acumen for decision making
• Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company
• Ability to influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
• Ability to develop, maintain and present to senior-level management within their customer base
• Demonstrated success in selling technology solutions to senior level executives.
• Minimum of four-year college degree
• Experienced meeting or exceeding multimillion-dollar quota goals
• Proficient in Google Suite Applications
• Prior experience using a CRM
• 50% Travel

Responsibilities

• Responsible for the overall development and expansion of ALM revenues within an assigned group of accounts
• 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 Account Executives (AEs), Managing Directors (MDs), Customer Success Managers (CSMs), 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
• Build long-term relationships with both internal and external customers
• Interface with prospective ALM customer contacts to further understand their needs and expectations regarding Custom Solutions, Asset Management, Program Requirements, Asset Remarketing while integrating feedback into ongoing product enhancements
• Ensure clear communication and education of standard policies and procedures to prospective ALM customers and site contacts.
• Support the rollout and education of innovative solutions in partnership with product management
• Forecasting of ALM Customer Revenues to include setting of annual growth targets, GAP analysis, and sales strategies
• Creating a Growth Oriented Strategy for each ALM customer assigned
• Participates in Industry and Compliance Organizations to include the optimal working knowledge of trends within the ITAM/ITAD industry

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees