Business Development Executive - SLED - Southeast

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Job description

At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesn't just embrace what's exceptional. It creates exceptional.

As a trusted partner to our clients there is a requirement that our Mountaineers must be vaccinated.

Job Summary:

The Solutions Business Development Executive (BDE) will be part of our growing North America Public Sector team at Iron Mountain Government Solutions (IMGS). This position will focus on meeting the information management needs of the US State & Local government and Education (SLED) sector. We are passionate about applying our knowledge and insight to improve citizen services and student outcomes. As a strategic digital transformation partner, Iron Mountain provides solutions that include IT modernization, data management and analytics, cloud migration, and business process transformation.

In this role, the BDE will work with state and local government customers to identify and develop data driven transformational capabilities to improve business operational effectiveness and efficiencies. The BDE will assist customers in evaluating potential manual business processes, disparate data repositories plus disconnected business processes, information governance and data management challenges to achieve mission outcomes. In partnership with a Solution Architect, this business sales professional will help state and local government understand how to improve and automate information management business processes through the application of emerging technologies.

The BDE will proactively manage and prioritize opportunities and coordinate with company-wide resources to provide the best customer experience with SLED organizations to increase customer spend through new opportunity identification, upsell execution, strategy, channel, white papers, and RFI/RFP development.

Key Responsibilities:

• Responsible for pipeline development and bookings within assigned account portfolio, and achievement of assigned sales quota as well as contribution towards overall team booking target.
• Develop and maintain trusted relationships with key government and education decision makers to expand Iron Mountain's footprint within the SLED market.
• Drive account planning and strategy development across assigned state, local and education customers.
• Assess prospective and assigned customer's current and potential needs, determining appropriate new revenue streams for Iron Mountain Government Services.
• Develop and implement strategies and business plans through understanding the customer's mission, strategic plans, decision-making, acquisition strategy and funding.
• Position and illustrate alternative ways of creating the real value of IRM's solution offerings for customers through assessing problems or opportunities and highlighting IRM's areas of strength, competitive pricing, customer satisfaction and competitive advantages.
• Develop and execute capture strategies, shaping opportunities, reviewing proposals and working with internal and external stakeholders.
• Increase win probabilities through securing strategic teaming partners and alliances.
• Effective internal teaming with various business line subject matter experts: Solution Architects, Product Development, Program Managers, Capture and Proposal Managers.
• Responsible for timely, complete, and accurate input and management of Saleforce.com opportunity information.
• Actively participate in SLED marketing campaign initiatives to generate increased demand as well as attending national industry and regional tradeshows.
• Actively participate in state & local industry organizations and trade groups throughout North America to increase IMGS awareness.

Essential Skills:

• Knowledge and understanding of the procurement, budget and acquisition cycle for SLED.
• Experience in consultative sales to include prospecting, running discovery calls/demos, negotiating, and a proven track record of closing large, complex government and education acquisitions.
• Strong background and knowledge of information governance, data management, electronic content management process and tools, business process / workflow enablement and outsourcing, and information capture.
• Proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.
• Understand mission driven use cases in enterprise data management and business process transformation and apply such knowledge to sell across multiple SLED organizations.
• Ability to think strategically and influence and negotiate tactically with key decision-maker through proven sales skills and needs identification by aligning unique insights to key customer priorities.
• Excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies.
• Strong collaboration, planning, analytical skills, and business acumen for effective decision-making.
• Ability to influence and team effectively at all levels of Iron Mountain and senior government personnel (to include c-level) on a wide range of topics and issues.
• Strong proposal review experience and ability to add valuable proposal content to increase Iron Mountain's win probability.

Qualifications:

• 7+ years of direct state and local government sales experience with large (>$50M), complex IT solutions opportunities. 3+ years of sales in education desirable.
• Deep knowledge of, and experience in, the state, local government and education sectors.
• Knowledge of Enterprise Content Management, BPO, Workflow, and CRM solutions.
• Demonstrated success in selling technology solutions to senior level leaders.
• 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.
• Excellent communication, teaming and presentation skills.
• Ability to think critically, solve problems, and be a strong team player who fosters collaboration.
• University/college degree required or 10+ years of relevant experience; Master's degree desirable.

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Category: Sales Group