The Tactical Sales Unit (TSU) is a phone based role, that is responsible for driving net new sales and revenue from prospective and existing customer accounts within their respective segment. Sells solutions through prospecting, networking and executing on account plans and marketing initiatives to increase Iron Mountain footprint within assigned accounts resulting in revenue growth and quota attainment.
•Engage in internal teaming to drive roll out and drive penetration of MSA’s
•Works with various assigned account teams to drive new business within large customer base. Assesses assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions.
•Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for clients through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.
•Builds customer relationships through strategic conversations to understand organizational business objectives and goals.
•Acts as industry expert to the customer.
•Ensures frequent communication both internally and externally to enable superior customer satisfaction and to keep customer educated on emerging industry trends related to customer’s organizational information management needs.
•Employs appropriate methods of persuasion when soliciting agreement.
•Continuously prospects to develop net new clients, as well as expands existing relationships and products of assigned accounts. Maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, managing timely detailed responses to roll outs, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.
•Responsible for final account sales and revenue growth by ensuring an acceptable on time outcome from a solution proposal, pricing, profitability, liability, and SLA perspective for accounts to meet and exceed quota attainment.
•Responsible for selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
•The BDA must understand customer requirements and contracts while partnering with other Iron Mountain departments. May be required to perform customer needs and service analysis, and communicate pricing programs.
•Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling
•Must demonstrate proficiency with MS Office and Salesforce.com systems
•Prospect new customers and existing customers, selling Iron Mountain services via the phone
•Must meet and exceed key activity metrics
•Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills
•Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities
•Must exhibit excellent written, oral and presentation skills through power messaging
•Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
•Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company
•Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
•Possess a thorough understanding of strategic selling methodologies
•Self-motivated and self-directed
•Proven ability to meet and exceeding quota targets
•Ability to develop, maintain and present to senior level management within their customer base
•Create demand by understanding specific vertical market business challenges, delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment
•Ability to present to senior level management
•Effective questioning techniques
•Proficient with oral and written communication
•Education / Experience: 4-year College Degree / 4 – 7 years
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