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Business Development Executive
2 months ago
Iron Mountain is seeking a highly skilled Business Development Executive to drive net new sales and revenue growth from prospective and existing customer accounts within the Canadian Public Sector vertical.
Key Responsibilities- Account Management: Proactively manage an account portfolio of named customers within a defined vertical market segment, focusing on new opportunity identification, upsell execution, sales cycle management, and customer relationship development.
- Sales Strategy: Assess prospective and assigned customer needs, determining appropriate Iron Mountain products and solutions. Develop and implement strategies and business plans through understanding the client's business model, planning and decision-making channels.
- Customer Relationships: Build customer relationships through strategic conversations to understand organizational business objectives and goals. Influence a wide range of customer stakeholders, including Iron Mountain channel partners, while acting as an industry expert to the customer.
- Prospecting and Pipeline Management: Continuously prospect to develop net new clients, expanding existing relationships and products of assigned accounts. Develop a strategic account plan for each named account, leveraging customer knowledge and the Iron Mountain matrixed organization.
- Industry Expertise: Maintain a deep knowledge of customer business trends, current macro and micro-economic climate, and potential new business opportunities. Stay up-to-date with industry associations, attending trade shows, reviewing whitepapers, and keeping current within market trends.
- Negotiation and Sales: Lead negotiation processes, ensuring an acceptable outcome from a solution proposal, pricing, profitability, liability, and SLA perspective for accounts. Identify, sell, and close new areas of opportunity, securing resources and driving sales processes to assist in scoping and pricing for special projects within net new and assigned accounts.
- Position located in Ontario
- Experience understanding of Canadian Public Sector environment, with 3+ years direct selling experience to executive-level Public Sector buyers preferred
- Demonstrated success in selling technology solutions
- Knowledge of Cloud platforms, Enterprise Content Management, BPO, Workflow, Document Management digitization solutions
- Ability to influence and negotiate through proven sales skills and needs identification, aligning unique insights to key customer priorities
- Excellent written, oral, and presentation skills, with in-depth understanding of strategic selling methodologies
- Strong interpersonal, planning, analytical skills, and business acumen for effective decision-making
- Ability to influence without authority and team effectively at all levels of Iron Mountain and customer personnel
- Strong background and knowledge of strategic account management, sales process, and solution selling
- Total travel up to 25%
- Education/Experience: 4-year College Degree/4-7 years
