Solution Sales Representative Records Management

Solution Sales Representative Records Management

Job Title
Solution Sales Representative Records Management

Req Number
054636

Division
US - Iron Mt Sales & Marketing

Location
TX, San Antonio Offices SAN ANTONIO, TX, US 78201

% of travel
0

Job Type
Full-time

Career Level
Experienced - Mid Level ( Non-Manager)

Education Required
Bachelor's Degree

Skills


Job Categories
Other

Job Description

Title:  Solution Sales Representative Records Management

Iron Mountain Incorporated (NYSE:IRM) provides information management services that help organizations lower the costs, risks and inefficiencies of managing their physical and digital data. The company's solutions enable customers to protect and better use their information-regardless of its format, location or lifecycle stage-so they can optimize their business and ensure proper recovery, compliance and discovery. Founded in 1951, Iron Mountain manages billions of information assets, including business records, electronic files, medical data, emails and more for organizations around the world. or follow the company on Twitter more information.

We are currently recruiting for a Solution Sales Representative Records Management.

Job Summary: 
The Sales Representative position is responsible for driving new business from prospective and existing customer accounts within their respective territory, and meeting and/or exceeding all sales quotas to achieve division revenue goals. 

Essential Functions:
40% Manage and develop territory for sustained revenue growth (prospecting & qualification for each service line)
* Develop and drive a full pipeline (3xquota) of qualified sales prospects by cultivating internal and external networking partners, belonging to industry associations, using direct marketing and telemarketing resources, in addition to personal prospecting and market/territory research.
* Create prospects and demand for Iron Mountain services. Sell or refer cross-divisional service solutions.  Identify customer business needs.  Develop company-based solutions.
* Interface and engage the Account Services team on customer service issues to ensure a positive ongoing selling relationship.

30% High level presentations to existing client base and prospects
* Act as a business resource to the customer and provide "industry expert" executive level selling practices while delivering clear differentiation.
* Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
* Through understanding of product suite and sales strategies.
20% Participate in renewal strategy meetings for complex accounts and client
* Engage in contract renewal process, help design and implement renewal strategies.  Review renewal proposal with Economic Buyer and follow through with execution of contract.
10% Internal Communications and Administrative Reporting
* Responsible for administrative tasks that will include maintenance and input of customer data into sales force automation database, commission reporting, ad hoc reporting and customer setup paperwork.
* Establish and maintain a strong working bond between Sales, Account Services, and Operations, focused on the customer.

Job Requirements

KNOWLEDGE, SKILLS, AND ABILITIES
Education:   Bachelors degree or comparable experience.  

Skills:
* Ability to prospect / qualification process
* Ability to present to senior level management
* Proposal development
* Ability to develop senior level relationships
* Prior Work Experience:
Business Expertise:
* Minimum of three years of direct sales experience in the services based industry or equivalent.
* Ability to build cross divisional sales strategies
* Develop sales strategy for complex accounts
* Sells beyond product/service to offering complete solution
* Proven ability to close (history of exceeding quota)
Leadership:
* Ability to present to senior level management

Problem Solving:
* Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.

Nature of Impact:
* Responsible for driving new business from prospective and existing customer accounts within their respective territory, and meeting and/or exceeding all sales quotas to achieve division revenue goals. 
Area of Impact:
* Sales organization and assigned territory
Interpersonal Skills:
* Ability to present to senior level management
Negotiation skills
* Account/relationship management
* Effective questioning techniques
* Proficient with oral and written communication
At this time we are considering only local candidates who are able to work without employer sponsorship. No agencies or phone calls, please.
 
Only those candidates whose experience best meets our requirements will be contacted.
Iron Mountain is an Equal Opportunity Employer