Director, Regional Partner Development

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That's why we need smart, committed people to join us. Whether you're looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways. 

Are you curious about being part of our growth stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

The Job
The Director, Partner Development (APAC) role is responsible for developing and executing on the partner strategy to drive business across Digital Services with Cloud Service Providers, local ISVs, Value Added Resellers (VAR), Consulting and SI Partners, driving revenue growth, managing and influencing positive business outcomes for our Customers and Iron Mountain, and our partners.  
 

The role has shared ownership of sustainable growth for the assigned partnerships, including people management of Partner Development Managers (PDMs), lead development, maturing and advancing qualified opportunities, acting as the Subject Matter Expert to Iron Mountain Regional Sales teams, coordinating sales activities and overall relationship management. 

The ideal candidate will have a strong management background as well as understanding of IT, BPO, SaaS, Artificial Intelligence and Machine Learning, Intelligent Document Processing and a proven track record of success in partner sales and marketing. The role will also work closely with teams Across Digital, ALM and RIM functions, to help identify new revenue opportunities and leverage partner incentive programs to accelerate existing opportunities.

The Responsibilities

• Develops and executes business plan to create incremental pipeline through defined Partnerships, drives identification of opportunities with Iron Mountain and Partners through Account Strategy and joint GTM activity through PDMs
• Develop and maintain exceptional partner and client relationships that cross key sub sectors  including Healthcare, Central and Local Government and regional Partner organisations
• Build, leverage and communicate Iron Mountain/Partner Partnership benefits to key stakeholders within Iron Mountain, focus on the strategic nature of the relationship to build long-term value and sustainable success for both Iron Mountain and Partners
• Direct and influence lead generation activities to generate pipeline, align with Sales teams on GTM plays to ensure alignment on goals by providing updated business plan(s) and sharing of best practices
• Manages joint Enterprise Sales processes with the Iron Mountain and Partner sales teams, collaborates with Iron Mountain and Partner teams to organise joint sales calls
• Collaborates with Iron Mountain and Partner Sales Organisations in support of sales campaigns, proposals and  closure. Drives team mindshare through regular communication (win stories etc.) and relationship cadence
• Enable sales teams (Iron Mountain and Partner) on GTM plays by providing both teams with the relevant knowledge in terms of sales, presales and technical knowledge to effectively grow recurring SaaS revenue
• Drives forecasting and account opportunity for their team, providing visibility into Iron Mountain SFDC tracking pipeline action/priorities on a regular basis with stakeholders
• Works closely with the Product Marketing, Presales and Product Management teams to develop structured marketing and enablement plans as part of the overall business plans for execution. Manage Iron Mountain / Partner engagement escalations and conflicts
• Support bids across the Region on an ad hoc basis where partner strategies are required

The Person

• 10+ year's technology sales experience, positioning SaaS and digital solutions across large, complex accounts, with a proven record of accomplishment
• Domain Expertise in software- and services-driven Partner ecosystems
• Proven sales leadership success both in team building and working directly with Customer decision makers and key stakeholders 
• World-class commercial acumen - knows how to construct a deal that is win-win-win for Iron Mountain, the partner and the customer 
• Excellent networking & relationship-building skills
• Enthusiastic, inclusive, positive, highly energetic, fun
• Experience working across all levels of a highly matrixed global organization.
• Experience and knowledge of working with VAR, Hyperscale and Cloud and SI partners 
• Strategic mindset and highly consultative approach to partnering with internal and external teams