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Enterprise Accounts Sales Professional II

Clutter

Clutter

Sales & Business Development
Pasig, Metro Manila, Philippines · Philippines
Posted on Friday, June 21, 2024

The Business Development role is responsible for driving net new sales and revenue from prospective and existing customer accounts within the assigned vertical. 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 client'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. Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for clients 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.

● 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 customers educated on emerging industry trends related to customer’s organizational information management needs. Employs appropriate methods of persuasion when soliciting agreement.

● 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’ the enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.

● Active within industry associations in the market to increase IM awareness, through attending tradeshows, reviewing whitepapers and keep current within market trends. Maintains a deep knowledge of customer’s business trends, current macro and micro economic climate, and potential new business opportunities

● Responsible for final account sales and revenue growth through leading negotiation process and ensuring an acceptable on time outcome from a solution proposal, pricing, profitability,liability, and SLA perspective for accounts to meet and exceed quota attainment.

● Responsible for identifying, selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts

Requirements:

● Strong experience in business development and sales for 5-7 years

● Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling

● 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

● Candidate must have or quickly develop strong Power Messaging and Challenger Selling skills and incorporate these into their regular selling routine

● 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 by identifying the key buying influences in a complex sales environment

● Negotiation skills, Effective questioning techniques, Account / relationship management experience

● Background in Philippine Market and handled industries from FSI, Retail, Commercial etc.

● Proficient with oral and written communication

Category: Sales

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here .

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

Requisition: J0071728