Business Development Executive

2 weeks ago

Greater Toronto Area Canada, Ontario Iron Mountain Full time

This position will be responsible for driving net new Integrated Solutions sales across our Records Management, Digital Solutions, Information Management, Information Governance, and Data Management service portfolios.


The primarily focus will be on selling net new revenue into a mix of both existing assigned accounts and new customers, through prospecting, networking to increase revenue, profitability and quota attainment.


The BDE should be skilled in understanding and uncovering specific business needs via a methodical sales discovery process. In addition, they must be able to demonstrate success in selling integrated solutions to senior level executives.


Position Highlights:

  • Competitive Salary(DOE) + Commission Structure
  • Comprehensive Benefits Package
  • Paid vacation, paid holidays, paid sick/personal time
  • Tuition Reimbursement
  • Registered Retirement Savings Plan (RRSP)
  • Employee Stock Purchase Program
  • EAP- Employee Assistance Program


Key Responsibilities:

  • Ability to assess and identify current and potential information workflow and access requirements, determining application opportunities. Specific focus on maximizing opportunities from policy decision to go ‘ paperless’ at the point of care.
  • Ability to position Iron Mountain’s total solution offerings, highlighting areas of strength and competitive advantages.
  • Responsible for uncovering leads from Iron Mountain’s customer base and bringing opportunities to close, including solution mapping and final negotiations.
  • Responsible for development and implementation of strategic business plans for managing large complex solutions in a multi-solution environment. Responsible for territory planning and development. Strategies should include all facets of account penetration.
  • Responsible for leading opportunity planning and tender responses, supported by bid management, functional experts and revenue management. Including the development of client business cases for change.
  • Exceed assigned pipeline and quota achievement.
  • Responsible for leading meetings where application subject matter expertise is required. Responsible for scoping, pricing, creating proposals and statements of work and presenting.
  • Maintain in-depth knowledge of Iron Mountain’s offerings (existing and future), technologies, competitors, industry trends and best practices.
  • Developing and presenting high-level presentations.
  • Serving as a “voice of the customer” on the Product Management and Product Marketing development teams.


Functional Knowledge, Skills, and Competencies:


The ideal candidate will have at least 3-5 years of direct sales experience selling specified integrated solutions, records management, document management, workflow, business process and/or imaging services.


In addition, candidates must have:

  • Strong background and proven experience of strategic opportunity management, sales process and solution selling
  • The ability to develop solutions that map to customer requirements
  • Proficient at tender writing, business case development and proposal generation
  • Collaborative team player capable of leading functional opportunity teams
  • Excellent written, oral and presentation skills
  • Strong interpersonal, planning, and analytical skills
  • Ability to influence and negotiate
  • Ability to make decisions and think in broad terms, considering the impact to the entire company
  • Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues


Business Expertise:

  • Strong business acumen
  • Experience successfully selling solutions
  • Experience in large matrix sales organization
  • Understanding of strategic selling methodologies
  • Ability to solve complex customer problems with limited supervision
  • Teaming and collaboration for revenue results
  • Proactively work with sales teams and internal and external customers at all levels


Assignment Responsibilities:

  • Primary—Definitive pre- identified assigned Healthcare accounts—Direct Selling
  • Secondary—Broader support-selling for complex opportunities

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