Business Development Executive - Life Sciences

At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you'll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you'll be part of a global workforce that embraces the differences among us. And here, we'll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can't wait to hear about YOU.

Business Development Executive - Global Industries (Life Sciences)

The Business Development Executive (BDE) role is responsible for driving net new sales of Iron Mountain's Information Management (IM), Asset Lifecycle Management (ALM) services and Digital Solutions to existing customer accounts within the LIfe Sciences vertical. This role will be focused on building new pipeline and booking business via prospecting, networking, and executing marketing initiatives and account plans. These actions will lead to an increase in Iron Mountain's footprint within the assigned accounts resulting in meeting revenue targets.

Responsibilities:

• This Business Development Executive position is a combination of opportunity creation and advancement for a defined book of strategic Life Sciences customers. The successful BDE will understand the business model and decision making process of their customers while showcasing the applicable value proposition that drives success.
• Build strong customer relationships and partner with key customer decision makers to structure business strategy as it relates to customer requirements, leading to both short and long term execution plans with the customer.
• Deep knowledge of the market forces and competitive environment within the Healthcare and Life Sciences industry as well as those impacting their customers. In turn, the BDE will develop and implement strategies and business plans which address the customer's needs and offer complete solutions that leverage Iron Mountain's areas of strength, including a unique breadth of offerings, competitive pricing, and market footprint.
• Ensure frequent communication between the appropriate customer and IRM teams to enable superior customer satisfaction as well as education on emerging industry trends related to information management needs.
• The successful BDE will be a team player who leverages internal resources including, but not limited to, Managing Directors of Global Industry Accounts, Global Account Managers, and Global Account Representatives as part of the matrix organization of Iron Mountain.
• Work in conjunction with the assigned Managing Director, expand existing relationships and IRM solutions used by the assigned accounts. The BDE will develop a strategic account plan in conjunction with the Managing Director for each named account leveraging customer knowledge and customer strategic plans. Activities to support pipeline and account activity include managing timely detailed responses to RFPs, tracking all sales related activity in Salesforce.com, accurate forecasting, conducting competitive research, and keeping up to date on IRM product offerings.
• Cultivate North American account sales and revenue growth. This is accomplished through pipeline development, leading the negotiation process and ensuring on-time delivery of successful solution proposals. Actions include engaging the internal solution development team, proposal development, pricing, contracting and legal review process.
• The BDE may be required to perform customer needs analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, and lead or contribute to the proposal responses process.
• The BDE will be required to pass all appropriate onboarding and ongoing solution training.

Key Skills, Requirements and Competencies:

• Strong background and knowledge of strategic account selling, sales process and complex solution, value and outcome based selling.
• Proven ability to translate the customer need(s) into solution requirements that include impactful clear and distinct value propositions.
• Ability to influence and negotiate through proven sales skills, value identification, and aligning unique insights to key customer priorities.
• Demonstrated success in selling solutions into the Information Management, Records Management, Digital Transformation, Information Governance and/or Asset Lifecycle Management space.
• Exhibit excellent written, oral and presentation skills.
• Advanced interpersonal communication, planning, and analytical skills.
• Strong business acumen and ability to think in broad terms, positioning solutions that potentially impact the entire company.
• Team effectively internally at all levels of Iron Mountain, and externally at all levels of the customer on a wide range of topics and issues.
• Ability to develop, maintain and present concepts, solutions and value propositions to senior level management within their customer base.
• Create demand by understanding specific vertical market business challenges and delivering entry point value statements. The position also requires proficiency in identifying the key buying influences in a complex sales environment.
• Possess (or quickly develop) strong Power Messaging and Challenger selling skills while incorporating these into their regular selling routine.
• Proven negotiation skills and effective questioning techniques
• Willing to travel up to 25%
• Four year degree and a minimum of 5 years relevant experience.

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

US: Iron Mountain is an equal opportunity employer, and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, marital status, age, sexual orientation, disability, veteran status or other legally protected classifications under applicable federal, state, or local laws in making employment decisions.

CAN: Iron Mountain Canada Corporation ("Iron Mountain") is an equal opportunity employer and employs qualified individuals based upon job-related qualifications regardless of race, religion, colour, sex, national origin, age, disability, sexual orientation, or any other status protected under applicable provincial, federal, or local law.

Ontario: Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Reasonably expected salary range: $112,300.00 - $149,700.00 + commissions.

Category: Sales

Iron Mountain Incorporated, founded in 1951, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world in approximately 50 countries, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts.

Providing solutions that include information management, digital transformation, secure storage, secure destruction, as well as data centers, cloud services, and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a digital way of working.

Our Cores Values and Code of Ethics are our north star. They provide a solid base for how we do business and behave every day, so each one of us can experience exceptional.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to [email protected]. See the Supplement to learn more about Equal Employment Opportunity.

Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.

To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE

Requisition: J0063844