Global Industries Expansion Strategist

3 days ago

Mumbai, Maharashtra, India Iron Mountain Full time
Job Description

About the Role:

We are seeking a skilled Global Industries Expansion Strategist to drive net new sales and revenue from existing customer accounts within assigned verticals. Your role will involve selling products, services, and solutions through prospecting, networking, and executing marketing initiatives and account plans to increase Iron Mountain's footprint within assigned accounts, resulting in revenue growth and quota attainment.

Key Responsibilities:

  1. Assess assigned customers' current and potential needs, determining appropriate Iron Mountain products and solutions. Develop and implement strategies and business plans through understanding the client's business model, planning, and decision-making channels. This involves leveraging resources, including Managing Directors of GI Accounts, Global Account Managers, and Global Account Representatives, who are part of Iron Mountain's matrix organization.
  2. Build customer relationships through strategic conversations to understand organizational business objectives and goals.
  3. Continuously expand existing relationships and products of assigned accounts. Develop a strategic account plan for each named account, leveraging customer knowledge and Iron Mountain's matrixed organization. Maintain a consistent pipeline that enables meeting and exceeding quota attainment. Activities supporting pipeline and account activity include managing timely detailed responses to RFPs, tracking activity in SFDC, forecasting, conducting competitive research, and knowledge of Iron Mountain product offerings.
  4. Active participation in industry associations within assigned vertical markets to increase Iron Mountain awareness, attending trade shows, reviewing whitepapers, and keeping current with market trends.
  5. Responsible for final account sales and revenue growth through leading negotiation processes and ensuring an acceptable outcome from solution proposals, pricing, profitability, liability, and SLA perspectives for accounts to meet and exceed quota attainment.
  6. The Business Development role collaborates with customers on net new opportunities and works through negotiated and RFP sales processes. It must understand customer requirements to negotiate contracts, collaborating with other Iron Mountain departments as necessary. Negotiate pricing and SLAs as appropriate.

Skillset:

  • A strong background and knowledge of strategic account management, sales process, and solution selling.
  • The proven ability to translate customer needs into solution requirements through creating powerful value propositions.
  • The ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
  • Excellent written, oral, and presentation skills.
  • Ability to team effectively at all levels of Iron Mountain and customer personnel (including CXO level) on a wide range of topics and issues.
  • Ability to develop, maintain, and present to senior-level management within their customer base.
  • Create demand by understanding specific vertical market business challenges, delivering entry-point value statements, value propositions, and identifying key buying influences in complex sales environments.
  • Negotiation skills, effective questioning techniques, account/relationship management experience.
  • Proficient with oral and written communication.
  • Total travel up to 50%.
  • Education: Masters/Pg in Marketing/relevant education preferred.
  • Experience: 7-10 years – selling services to Tech companies preferred.

Estimated Salary Range: $120,000 - $180,000 per year, depending on location and qualifications.

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