Iron Mountain Looking for Business Development Executive – Public Sector at Alberta Full Time

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.

Business Development Executive – Canadian Public Sector

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 (BDE) will be part of our growing Canadian Public Sector team at Iron Mountain. This position will focus on meeting the information management needs of the Canadian Provincial, local government and Broader Public Sector. We

are passionate about applying our knowledge and insight to improve citizen services. 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 Provincial & 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 Provincial and local governments 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 Public Sector organisations to increase customer spend through new opportunity identification, upsell execution, strategy, channel, white papers, and RFI/RFP

development.

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 Canadian Public Sector market.

• Drive account planning and strategy development across assigned Provincial, local and education customers.

• Assess prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Iron Mountain.

• 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, and Proposal Managers.

• Responsible for timely, complete, and accurate input and management of Saleforce.com opportunity information.

• Actively participate in Canadian Public Sector marketing campaign initiatives to generate increased demand as well as attending national industry and regional tradeshows.

• Actively participate in Provincial & local industry organizations and trade groups Iron Mountain awareness.

Key Skills, Requirements and Competencies:

• Education / Experience: 4-year University/College Degree / 5+ years

• Remote position to be located in Western Canada (British Columbia/Alberta)

• 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 Public Sector 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.

• Total travel up to 25%

• Education / Experience: 4-year University/College Degree / 5+ years

Qualifications:

• 5+ years of direct Provincial and local government sales experience.

• Deep knowledge of, and experience in, the Provincial, 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 mission, vision, and business goals.

• A passion and commitment to help clients 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.

CAN : Iron Mountain Canada Corporation (“Iron Mountain”) is an equal opportunity employer and employs qualified individuals based upon job-related qualifications regardless of race, religion, colour, sex, national origin, age, disability, sexual orientation, or any other status protected under applicable provincial, federal, or local law.

Requisition: J0050921

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: J0064630