About the role:Drive and support sales to close key new business in the existing pipeline. Drive processes in acquiring new customers, retain old business, proposals, negotiation, major deals, in order to win major new un-vended business.Leads major proposals and negotiations that maximize customer value.This role involves 70% - Sales and 30% Account Management and drive sales from new accounts as well as existing accounts.Seeks out, finds and wins new business focusing on recurring and sustainable revenue for customersNegotiates and secures favourable terms for Iron Mountain in the dealsDevelops and maintains strong customer relationships with target Accounts utilizing multi-level representation by Iron Mountain and high involvement in customer liaisonMaintain consistent, timely and high quality reporting meeting requirements of the businessAs a member of the Sales Team, contribute to team effectiveness and overall business strategies and directions.Ensure all local SSHE requirements, Iron Mountain policies and procedures are being met and adhered toPositions and illustrates alternative ways of creating the real value of the Iron Mountain Digital solution offerings for customers through assessing their problems or opportunities and highlighting Iron Mountain’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.Achievement of assigned Digital sales quota as well as contribution towards overall team booking target.This position will proactively collaborate with the regional RIM (Records Information Management) Sales and Account teams to identify and support digital opportunities from existing customer baseMust build, grow and deliver revenue for the Iron Mountain Digital solution meeting and exceed individual quota assignments across the existing and new Iron Mountain customer base along with digital transformation project experiences.As a team member, he/she will deliver success through a consultative, value-based selling approach and work with the Pre-Sales Solution Engineer to understand the customers use case and benefits to be delivered within the Iron Mountain Digital Solutions portfolio.Responsible for pipeline development and bookings within your respective territory and/or assigned account portfolio. Experience, Skills & Knowledge:A track record of high performance in sales roles with around 8 to 10+ years solution selling experience.Experience in consultative selling processes is desirableExperience in activity based sales processes is desirableDeal Maker and ShaperMust have exp in digital solutions sales, technology sales experience and positioning BPM across large, complex accounts, with a proven record of accomplishmentBachelor's Degree in Business or Equivalent Experience8 to 10+ years sales management experienceStrong impact and Influence skillsAnalytical and financial fluencyPresentations and verbal communications to diverse groupsWord, Power Point, Excel & Outlook proficiencyCandidates with experience in selling digital solutions and relationships in Verticals of banking, insurance, NBFCs, PSU, hospitalsCandidates with experience in handling large outsourcing of processes, migrations, moving into digitisations
Job Title
Business Development Manager-Solution sales