Business Development Manager
Job Description
Key Roles & Responsibilities:
● Drive and support sales to close key new business in existing pipeline. Drive processes in
acquiring new customers, retain old business, proposals, negotiation, major deals, in order to
win major new un-vended business.
● Leads major proposals and negotiations that maximize customer value.
● Seeks out, finds and wins new business focusing on recurring and sustainable revenue
for customers
● Negotiates and secures favourable terms for Iron Mountain in the deals
● Develops and maintains strong customer relationships with target Accounts utilizing
multi-level representation by Iron Mountain and high involvement in customer liaison
● Maintain consistent, timely and high quality reporting meeting requirements of the
business
● As a member of the Sales Team, contribute to team effectiveness and overall business
strategies and directions.
● Ensure all local SSHE requirements, Iron Mountain policies and procedures are being
met and adhered to
● Positions and illustrates alternative ways of creating the real value of the Iron Mountain
Digital solution offerings for customers through assessing their problems or opportunities and
highlighting Iron Mountain’s areas of strength, competitive pricing, customer satisfaction and
competitive advantages within each existing and net new accounts.
● Achievement of assigned Digital sales quota as well as contribution towards overall
team booking target.
● This position will proactively collaborate with the regional RIM (Records Information
Management) Sales and Account teams to identify and support digital opportunities from
existing customer base
● Must build, grow and deliver revenue for the Iron Mountain Digital solution meeting
and exceed individual quota assignments across the existing and new Iron Mountain customer
base along with digital transformation project experiences.
● As a team member, he/she will deliver success through a consultative, value-based
selling approach and work with the Pre-Sales Solution Engineer to understand the customers use
case and benefits to be delivered within the Iron Mountain Digital Solutions portfolio.
● Responsible for pipeline development and bookings within your respective territory
and/or assigned account portfolio.
● A track record of high performance in sales roles with around 8 to 10+ years solution
selling experience.
● Experience in consultative selling processes is desirable
● Experience in activity based sales processes is desirable
● Deal Maker and Shaper
● Must have exp in digital solutions sales, technology sales experience and positioning
BPM across large, complex accounts, with a proven record of accomplishment
Skills and Knowledge
● Bachelors Degree in Business or Equivalent Experience
● 8 to 10+ years sales management experience
● Strong impact and Influence skills
● Analytical and financial fluency
● Presentations and verbal communications to diverse groups
● Word, Power Point, Excel & Outlook proficiency
● Candidates with experience in selling digital solutions and relationships in Verticals of
banking, insurance, NBFCs, PSU, hospitals
● Candidates with experience in handling large outsourcing of processes, migrations,
moving into digitisations
● Experience selling into Fortune 1000 companies in highly regulated industries