Iron Mountain VP-Global Head of Commercial Sales in Boston, Massachusetts
The Global Head of Commercial Sales will be responsible for developing and delivering a commercialization strategy to drive revenue and business growth across our emerging portfolio of technology products and services. By evaluating market trends and anticipating solutions desired by our customers, this role will manage the sales team to deliver on revenue and growth goals with these exciting new products.
This individual will be recognized as a leading sales strategist and business expert, with a highly sophisticated understanding of customer needs, technology and competitor offerings. Strong entrepreneurial skills with relevant industry experience and an in-depth knowledge of the market is paramount alongside a natural ability to identify opportunities for revenue growth. This will be coupled with being a natural leader of people with excellent managerial and motivational skills, and a strong eye for talent.
In this role, the Commercial Leader report to the SVP-GM of the Emerging Commercial Solutions team and will play a visible role within the industry and will be a thought leader internally and externally demonstrating leadership in planning and executing successful sales strategies for Iron Mountain’s newest line of business. S/he will ensure customers have a best-in-class experience when engaging Iron Mountain. Through ongoing customer visits, s/he will have a strong pulse on the VOC to further refine and enhance our offerings.
This is an excellent opportunity to make a huge impact on the business, as we pivot from our core offerings, building new high-tech solutions and shaping an outstanding sales team.
The position requires a unique combination of start-up-like resourcefulness, proven commercial expertise and strong strategic experience coupled with a deep understanding of how to sell a Software-as-a-Service (SaaS) solution.
The Global Head of Commercial Sales Role will:
Define the sales strategy
Lead strategic business development and make recommendations on major business decisions within the market.
Lead and mentor a multifunctional sales team with direct and indirect reporting lines spanning across a diverse portfolio to ensure group targets are achieved.
Collaborate with the Product Management and Product Marketing to accomplish key objectives and strategic plans, exploring growth opportunities and identifying key risks and success factors.
Partner with Pricing to develop a data-driven strategic pricing framework.
Work with external third parties to leverage partnerships and possible licensing opportunities.
Monitor and respond to market and competitive developments.
Maintain contact with key customers directly and through sales, customer care, engineers, and partners to understand their needs and levels of satisfaction with the products.
Track sales performance to meet and/or exceed revenue and profitability plans.
Ensure sales team is aligned to deliver on metrics and goals.
Provide routine updates on sales metrics to SVP, Emerging Commercial Solutions and other Executives.
Will be reponsible for building a team from inception.
Define and create the SI and Channel capabilities
Represent the company in industry forums, conferences, and other public activities to build awareness and understanding of Iron Mountain’s full technology product suite and competitive differentiation.
10-15+ years' experience as a sales leader, ideally in the industry, preferably in a data driven business or SaaS company.
Bachelor's degree or the equivalent thereof and MBA preferred.
Keen attention to data and sales tracking.
Experienced at interpreting market trends, customer needs and various delivery models.
Proven change agent and a strong strategic thinker.
Proven experience in driving and achieving operational excellence and delivering results.
Successful track record of managing multiple parallel work streams
Comfortable with multi-tasking, resolving competing priorities and meeting project deadlines.
Excellent written and verbal communication skills.
Highly effective leader with previous success creating, establishing and integrating high-performing sales teams.
Proven ability to influence others without formal authority, build consensus for a plan of action and ensure alignment.
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 # 2018-19178
Category Information Technology
Work From Home (Virtual) No