Inside Sales Specialist (B2B)

About Us: Iron Mountain Incorporated (NYSE: IRM) is a global leader in innovative storage, asset lifecycle management, and information management services. With over 70 years of experience serving more than 95% of the Fortune 500 and 225,000 companies worldwide, Iron Mountain helps customers CLIMB HIGHER™ to transform their businesses.

Position Purpose:

Responsible for Inside Key Accounts and sales via tele-calling activity of the entire sales cycle

for mid market customers including lead generation, opportunity conversion, customer

interaction, cross and up selling, issue resolution. This role is to prospect and generate

new logos for mid market only. Existing mid market customers shall not be under the

purview of this role.

Major Key Accountabilities

● New Customer - Calling from a list of accounts (cold calling) that have not been

tapped so far, based on the information provided by the Commercial team. Offering

Iron Mountain services and converting them into leads and finally to customers.

● Updating Systems - Keeping the SFDC and other systems updated with regards to all

interactions as per defined processes.

● Reporting - Providing reports to the management as and when required by the process

or requested by the user as per standard procedure.

Measures

● Timely completion of call-cycle

measured through telecalling

data

● Number of new leads generated

and. Number of new customers

signed up

● Overall NPS scores

Authority Decision Making

● Decision to make calls to Prospects

● Decision to escalate a case as required

● Decision to sign new customers as per

standard procedure

● Cube volume target from new logo customers

● Improvement of NPS score including C-SAT and CES scores.

● Improved Internal Customer Satisfaction

Key Contacts Internal

● Commercial [Mid Market Team]

● Operations

● Customer CARE

● Other support functions

Key Contacts External

● Leads

● Prospects

● Customers

Qualification

● Graduate from a recognized

University

Experience

● 3-4 years of back office selling in a B2B

environment, preferably International BPO

sales,banking and insurance etc

Skills & Knowledge

● Excellent telephone handling skills and a pleasant voice quality

● Good command over language [spoken] with clear accent

● Good business writing skills

● Selling & negotiation skills

● Person aligned to Iron Mountain values (Act with Integrity Own Safety & Security

Build Customer Value Take Ownership Promote Inclusion and Teamwork)