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Iron Mountain, Inc.

Business Development Associate, Inbound

Iron Mountain, Inc. - Royersford, PA

Overview
Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions \u2013 records and information management, data management, digital solutions, data centers and secure destruction \u2013 Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information. Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers\u2019 data, no matter what format, location or lifecycle stage it\u2019s in and no matter where it\u2019s kept. We are more than 17,000 people strong and growing. We\u2019ve been a trusted records management leader since 1951. Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.
 
Responsibilities
The Business Development Associate (BDA) is a phone based role, that is responsible for driving net new sales and revenue from prospective and existing customer accounts within their respective segment. Sells solutions through prospecting, networking and executing on account plans and marketing initiatives to increase Iron Mountain footprint within assigned accounts resulting in revenue growth and quota attainment. 

Respond to Inbound Marketing Inquiries and qualifiy selling opportunities; Assesses prospective customer\u2019s 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 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\u2019s total solution offerings for clients through assessing their problems or opportunities and highlighting IRM\u2019s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts. 
Relationship Management; Builds customer relationships through strategic conversations to understand organizational business objectives and goals.  Understands and influences a wide range of customer stakeholders (including Iron Mountain channel partners) while acting as industry expert to the customer.  Partners with key customer decision maker(s) to structure business strategy as it relates to customer requirements (service level expectations, training of IM solutions, FBR structure/timetable). Ensures frequent communication to enable superior customer satisfaction and to keep customer educated on emerging industry trends related to customer\u2019s organizational information management needs. Employs appropriate methods of persuasion when soliciting agreement.
Pipeline Development; Maintains a consistent \u2018pipeline\u2019 that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing customer inquiries in timely detailed manner, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.
Account Sales & Revenue Growth; The BDA will work to partner with the customer on net new opportunities and work through Negotiated sales processes.  The BDA must understand customer requirements in order to successfully negotiate the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate. May be required to perform customer needs and service analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, as well as lead and contribute to proposal responses process.

Qualifications

Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling 
Must demonstrate proficiency with MS Office and Salesforce.com systems
Prospect new customers and existing customers, selling Iron Mountain services via the phone
Must meet and exceed key activity metrics
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 through power messaging
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company
Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
Possess a thorough understanding of strategic selling methodologies
Self motivated and self directed
Proven ability to meet and exceeding quota targets
Education / Experience: 4-year College Degree / 4 \u2013 7 years

Compliance Obligations:
 
It is the responsibility of every Iron Mountain employee:

to comply with all applicable laws, rules, regulations, and company policies
to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct 
to complete required training within the allotted time frame

 

13 days 14 hours ago

Iron Mountain, Inc.

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Business Development Associate, Inbound Iron Mountain, Inc. - Royersford, PA, United States

   

Location: Royersford, PA

Company Profile:
Iron Mountain is a storage and information management company, assisting more than 156,000 organizations in 32 countries on five continents with storing, protecting and managing their information. Publicly traded under NYSE symbol IRM, Iron Mountain is an S&P 500 company, a member of the FORTUNE 1000 (currently ranked: 712), and a member of FTSE4Good index. Organizations in every major industry and of all sizes—including more than 94% of the Fortune 1000—rely on Iron Mountain to store and manage their information.