Sales Director – Head of BDE’s in North America

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways. 

Are you curious about being part of our growth stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Sales Director – Head of BDE’s in North America

The BDE Sales Director manages sales through the supervision of the Business Development team, for the purpose(s) of generating net new sales, through prospecting, networking and executing on marketing initiatives to increase and maintain our footprint within a vertical team focused on the Financial Industry resulting in revenue growth and quota attainment in the Top Banks and Insurances in North America. 

The role will lead and assist the Business Development Executives (BDE) to focus on attaining Sales targets, to proactively manage sales in named Iron Mountain Global Accounts in North America in conjunction with Managing Directors (MDs), to increase the client spend assigned customer programs through account planning, new opportunity identification, upsell execution, deal closing, and issue management.   

The Director will be part of the Global Industries sales leadership team working to ensure achievement of the sales growth plan.

• Manage a team of 12 BDEs across US and Canada. Help to drive cross-functional collaboration with multiple teams focused on Digital, ALM and Record Management Sales and Operations.

• Meet Team sales goals. Individually motivate sales teams to develop new business. 

• Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage BDEs by providing feedback and coaching. Help to navigate the IRM career path and manage BDEs to achieve success across multiple product lines of business.

• Assist in selling new business, provide sales support for the sales team, analyze account profitability and work with BDEs in determining sales techniques, advertising and market penetration. Plan, develop and execute sales strategy and tailor to potential clients.

• Ongoing maintenance of a sales infrastructure relating to information/reporting systems (SFDC), proposal generation, closing, communication and information sharing. Coach and assist sales representatives in the preparation of special proposals including, pricing quotations, terms of sales and transfer dates as requested by potential customers. Drive and close escalations if and when needed. Accountable for establishing and implementing an effective sales force through recruitment, retention and management. 

• Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems. Keep informed on competitive services, promotional matters, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales, Customer Success and Operational teams.

Functional Knowledge, Skills, and Competencies

• Strong Business Acumen and solution selling expertise

• Proven track record and executive relationships with Global Strategic Accounts (Financial Services preferred)

• Proven selling skills in a service industry

• Strong written, verbal and presentation skills

• Hands-on people management/development and team building skills

• Formal Sales Training received, Delivery of Sales Training a plus

Business Expertise

• 5+ years of sales management with a focus on new business development, preferably in a closely related business service industry serving the financial sector

• 3 years minimum selling experience in a service industry

Leadership

• Ability to provide leadership and guidance to the BDE’s. Represent sales to the TVP, SVP and other RSMs.

• Experience in managing Teams in an international environment

• Exposure to senior leaders (EVPs, SVPs, CXOs) externally (Customers, Partners) and internally (Sales, Ops)

Problem Solving

• Strong business acumen to support solving client pain points with Iron Mountain services and solutions

• Review client and territory needs

• Review and manage the competencies, sales ability and training needs of Sales Reps

Interpersonal Skills

• Possess a high-level of: professionalism, assertiveness, creativeness, communication and strong organizational, resourcefulness and management skills.

Reasonably expected salary range: $159,400.00 - $212,500.00 + commissions.

Category: Sales