Inside Sales/Sales Executive

ROLES AND RESPONSIBILITIES  

This position is responsible for driving net new sales and revenue from mid-size companies in an existing customer account base within an assigned geographic territory. The position will create and maintain solid relationships with accounts and use a consultative approach to understand the current business goals and objectives and to leverage that knowledge to position and sell the appropriate solution. Success in this role is measured by hitting and exceeding monthly sales quotas, consistently staying ahead of activity metrics, and retaining existing customers, all in a team-focused environment.

WHAT YOU WILL DO  

● Prospect within a book of business to schedule remote meetings, identify customer requirements and map them to a solution

● Ensure consistent customer contact through a minimum of 100 dials and 12 scheduled customer phone meetings weekly; track all activity through Salesforce.com

● Proactively contact at-risk customers and resolve issues through customer needs analysis

● Renew contracts well ahead of expiration

● Quickly gain knowledge of IRM product offerings through online courses, self-study and interactive assessments

● Ability to establish strong partnerships with internal customers, such as SDRs, Sales SMEs and Operations, will be critical to success in this role

● Assesses assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions through the utilization of remote Interactive Business Reviews

● Develops and implements strategies and business plans through understanding the customer’s 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

● 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

● Ensures frequent communication to enable superior customer satisfaction and to keep customers educated on emerging industry trends related to customer’s organizational information management needs

● Continuously prospect in the assigned book of business to develop net new departments, locations, and services lines; which includes expanding existing relationships and products of assigned accounts

● Develop a strategic account plan for each named account leveraging customer knowledge and the Iron Mountain matrixed organization

WHAT YOU WILL BRING TO OUR ROLE

● Receptive to feedback and uses it to improve sales and workplace performance

● A self-starter, driven, with strong interpersonal skills

● Consistently hits or exceeds all metrics and sales targets each month, even under tough circumstances

● Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling (Technology Sales Experience is a plus)

● Strong time management skills. Ability to effectively plan for success and allocate the appropriate amount of time spent on various stages of sales cycle

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

● Strong ability to hold engaging conversations over the phone and through email

● Ability to develop, maintain and present to senior level management within their customer base

● Business knowledge, insight, and understanding of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations. Aligns unique insights to key customer priorities, reframing the way customers view their business

● Create demand by understanding specific vertical market business challenges, delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment

● Experience working with Salesforce.com

● Manages sales pipeline effectively and accurately

● Proven ability to negotiate remotely in high stakes sales scenarios

● Understands a potential customer’s context through effective questioning and listening

● Self-motivated and a strong drive to seek information and support in succeeding

● Ability to influence and negotiate

● Ability to make decisions and think in broad terms, considering the impact to the entire company

● Ability to make business decisions and think in broad terms, considering the impact to the entire company

● Ability to team effectively at all levels of an organization and customer personnel (to include C-level) on a wide range of topics and issues