Senior Channel Manager

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.

The Strategic Partner Manager (SPM) will manage all aspects of scoping, creating, developing, revenue achievement and day-to-day management of new & existing channel partnerships for selling ALL Iron Mountain's products and services offering "TO" selected channel partners/Government Contractors, and selling solutions to the Government Through/With those same firms. The goal of the position is to create and manage successful revenue generating relationships with technology, reseller & service provider companies, who can affect the movement of Iron Mountain products and services to end user companies and customers. The person will work closely with product management, product marketing and the sales organization to make sure the partnership strategy and resulting partnerships are properly focused and getting the appropriate mind share and resources for success.

A candidate will have experience in consultative sales to include prospecting, running discovery calls/demos, negotiating, and a proven track record of supporting large, complex government acquisitions. The candidate should understand agency mission driven use cases to position and qualify enterprise data management and business process transformation opportunities and apply such knowledge to represent across multiple departments and government agencies. To be successful in this role the candidate will be adept at applying consultative sales and relationship building to build trust and an understanding of client requirements and pain points and align Iron Mountain solutions to the identified points.

Key Responsibilities:

• Develop relationships with third party reseller companies that effect direct and indirect sales of our products and potential value added services. 60%
• Recruit, develop and manage partners - new, prospective and existing. Oversee all aspects of a "new to" Iron Mountain partner relationship. 10%
• Proactively manage communication and facilitate information exchange regularly with Team Director, and Iron Mountain Government Solutions Leadership Team. 10%
• Keep current on technical changes on products as they relate to Iron Mountain and partner needs; interface with Iron Mountain and partner executives, internal product/project management team(s), support, operations and engineering reps to ensure Iron Mountain and partner deliverables on revenue opportunities. 10%
• Able to react to change productively and handle other essential tasks as assigned. 10%
• Assesses prospective and assigned customer's current and potential needs, determining appropriate new revenue streams for Iron Mountain Government Services.
• Develops and implements strategies and business plans through understanding the customer's mission, strategic plans, decision-making, acquisition strategy and funding.
• Positions and illustrates alternative ways of creating the real value of IRM's solution offerings for customers through assessing their problems or opportunities and highlighting IRM's areas of strength, competitive pricing, customer satisfaction and competitive advantages with each existing and net new partner.
• Rapidly learn Iron Mountain's InSight, Iron Mountain's SaaS Content Management Platform and cloud hosting services
• Increase win probabilities through identifying and securing strategic teaming partners and alliances.
• Actively participates in marketing campaign initiatives in demand and field program execution.
• Effective internal teaming with various business line subject matter experts: Solution Architects, Product Development Program Managers, Capture and Proposal Managers to deliver our value proposition and drive Digital solutions, Information Governance and core storage and service revenue growth.
• Responsible for opportunity identification and lead qualification within your assigned partner portfolio.
• Successful experience in working with customers to influence RFP development.
• Activity within industry associations in the market to increase IMGS awareness, through attending tradeshows, reviewing whitepapers and keep current within market trends.

Competencies:

• Must be able to deal with diverse small to medium sized VARs & MSPs; and the complexity of issue(s) that come with this type of partner (e.g. contract negotiation, sales engagement stewardship, etc.)
• Proven record of recruitment & development of channel or technology-based partnerships.
• Vertical market or indirect Alliance Partner selling experience; contract negotiation and partner management skills desired.
• IRM's ability to garner traction within small to SMB class end user customers or prospects will largely be dependent on our ability to successfully partner with VARs & MSPs companies who play a role in the endorsement of products and services to solve the SMB to SME market class customer needs.
• This is a revenue contributing role and part of the Channels and Alliances selling organization.
• Requires high aptitude and business acumen; must be able to articulate IRM's value proposition to external 3rd party companies; interpersonal skills must be finely tuned and leveraged both internally and externally, and with multiple constituencies within IRM.
• Candidates must have a strong background and knowledge of information governance, data management, electronic content management process and tools, business process / workflow enablement and outsourcing, document and information capture, 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 think strategically and influence and negotiate tactically with key decision-maker through proven relationship building, sales skills and needs identification by aligning unique insights to key customer priorities.
• Must exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies.
• Encompasses strong interpersonal, collaboration, 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 influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues.

Qualifications:

• Minimum of 7 years of direct and/or indirect federal government sales experience with large, complex IT solutions opportunities.
• Minimum of four-year college degree or equivalent experience.
• Physical Requirements: Must be able to lift a laptop.
• Travel Requirements: Influenced by geographic location and account portfolio
• Consultative sales background in helping prospects define both strategic and tactical approach to meet their agency mission, vision, and business goals.
• A passion and commitment to help client agencies improve and transform business operations to deliver citizen services and achieve mission outcome.
• Strong BPO/Document Management and Information Governance domain knowledge and associated market vertical and technology experience.
• Demonstrated success in selling technology solutions to system integrators, partners, and senior level executives.
• Excellent communication, teaming and presentation skills.
• Strong business acumen and account planning skills.
• Minimum of four-year college degree.
• Experience exceeding quota goals.
• Knowledge of Enterprise Content Management, BPO, Automated Workflow, Document Management digitization solutions.
• Prior experience using a CRM system

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: J0062879