Business Development executive (philippines)Iron Mountain

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 Business Development Executive within our Global Industries Team is responsible for driving net new sales and revenue from existing customer accounts within the assigned verticals. Your role will sell products, services and solutions through prospecting, networking and executing marketing initiatives and account plans to increase Iron Mountain footprint within the assigned accounts resulting in revenue growth and quota attainment.
Responsibilities:
Assess assigned customer's current and potential needs, determining appropriate Iron Mountain products and solutions
Develop and implement 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
Leverage resources including but not limited to Managing Directors of GI Accounts, Global Account Managers, and Global Account Representatives who are part of the the matrix organization of Iron Mountain
Position and illustrate alternative ways of creating the real value of Iron Mountain's total solution offerings for clients through assessing their problems or opportunities and highlighting Iron Mountain's areas of strength, competitive pricing, customer satisfaction and competitive advantages within each assigned account
Build customer relationships through strategic conversations to understand organizational business objectives and goals
Understand and influences a wide range of customer stakeholders (including Iron Mountain channel partners) while acting as an industry expert to the customer
Partner with key customer decision maker(s) to structure business strategy as it relates to customer requirements (service level expectations, training of Iron Mountain solutions,structure/timetable)
Ensure frequent communication to enable superior customer satisfaction and to keep customers educated on emerging industry trends related to customer's organizational information management needs
Employ appropriate methods of persuasion when soliciting agreement
Continuously expands 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
Maintain a consistent 'pipeline' that 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 Iron Mountain product offerings
Be active within industry associations in the assigned vertical market to increase Iron Mountain awareness, through attending trade shows, reviewing whitepapers and keeping current within market trends
Maintain a deep knowledge of customer's business trends, current macro and micro economic climate, and potential new business opportunities in a given country or where relevant, globally
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
Identify, sell and close 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
Collaborate with the customer on net new opportunities and work through negotiated and RFP sales processes
Understand customer requirements to negotiate the contract, collaborating with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate
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 the proposal responses process
Key Skills, Requirements and Competencies:
Strong background and knowledge of strategic account management, sales process and solution selling
Proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions
Ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities
Exhibit excellent written, oral and presentation skills
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
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 Iron Mountain and customer personnel (to include CXO level) on a wide range of topics and issues
Ability to 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
Proficient with oral and written communication.
Total travel up to 25%
Education / Experience: 4-year College Degree / 4 - 7 years
This is a great opportunity to join a team with clear growth plans for the future. We at Iron Mountain are proud of our company culture: we are committed to our highly engaged team members who act with integrity and live our core values every day.
In exchange for your commitment and experience, we offer a competitive salary and support career development and personal growth. If you are ready for a move and want your contribution to matter - apply now!
Category: Sales (SL)
Iron Mountain

Pasig City, Metro Manila
Permanent
Full-time