Iron Mountain Business Development Executive - Intellectual Property Management in Boston, Massachusetts

Overview:

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.

Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.

Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Responsibilities:

Escrow services and Intellectual Property management solutions are a complex sale which requires analysis and balancing of business needs of at least three parties on each transaction that frequently involves external legal counsel representation in the transaction and development of an appropriate solution to mitigate deal risks. Successful representatives will understand selling to multiple buying and influencing parties that requires legal, technical and business/consulting skills to develop appropriate solutions for customers.

  • The Business Development Executive position is responsible for driving new business from prospective and existing customer accounts within a defined geographic territory, and meeting and/or exceeding individual and all sales quotas to achieve booking targets.

  • This position will create, develop, organize, plan, self-direct, and coordinate all sales activities for both prospective and established customers within the territory.

  • This person should be skilled in analyzing and understanding customer business needs and have business acumen to develop solutions via a methodical sales discovery process.

  • This position is entrepreneurial in nature and requires independent thinking and decision making and ability to multitask in a fast pace environment.

  • Solution Development/Commercial Teaching: working with prospects or customers, including advising their legal counsels, the position requires the consultative development of an understanding of the customer’s needs, licensing or deal terms and expectations to advise on how to develop the appropriate Iron Mountain solution that helps mitigate the risks to the particular transaction that the customer/prospect has shared. This involves discovery, solution, development, and working with multiple parties to the transaction as well as internal support resources to develop compromises that address the needs and requirements of all parties and bringing the transaction to closure and billing.

  • Pipeline Development – ensuring that efforts are being made to balance the above requirement with the development of opportunity pipeline from the appropriate market segments to ensure that strong value propositions are developed and sufficient deal flow is created.

Qualifications:

  • Ability to negotiate tripartite contract terms with attorneys and C-Level executives.

  • Must have a proven track record of exceeding sales quotas with previous experience managing small and medium (SMB) and large corporate accounts, developing client relationships and skillful at multi-party negotiation.

  • Technical, internet, legal, licensing, or other professional services industries with a successful track record preferred.

  • Familiarity with Sandler Sales, The Challenger Sales Model for commercial teaching and/or Power Messaging a plus.

  • Education / Experience: 4-year College Degree / 4 – 7 years

Compliance Obligations:

It is the responsibility of every Iron Mountain employee:

  • to comply with all applicable laws, rules, regulations, and company policies

  • to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct

  • to complete required training within the allotted time frame

Options:

Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Requisition # 2017-14573

Job Location(s) US-MA-Boston

Category Sales

Type Full-Time

Work From Home (Virtual) ..