Solution Development Executive, ALM Singapore
4 weeks ago
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 story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.
The Job
Responsible for achieving individual sales quota selling Iron Mountain Secure ITAD solutions within a defined geographic segment of the Iron Mountain customer base. Key responsibilities include prospecting, networking and executing on marketing initiatives to sell Secure ITAD solutions to solve customer problems. Consultative based selling of Secure ITAD solutions consisting of our media destruction services, eWaste recycling, asset marketing, IT asset management service, and 3rd party products/services provided by our strategic Secure ITAD 3rd party business partners.
This position will proactively manage an account portfolio comprised of named Iron Mountain IMGAs (Customers) within a defined geographic market segment. Focus within these assigned IMGAs is on new opportunity identification, upsell execution, sales cycle management, and the overall customer relationship.
Identified as the “go-to” ITAD and ITAM subject matter expert within the customer organization. Responsible for teaming with other customer-facing team members (Consulting Program Managers, Business Development Executives and Customer Development Executives) to deliver Iron Mountain’s Secure ITAD solutions to senior-level business stakeholders.
The Responsibilities
Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Secure ITAD offerings Develops and implements strategies and business plans through understanding the customers; business model, planning and decision making channels from understanding the customer's value proposition and ability to explain how they differentiate themselves in the marketplace Positions and illustrates alternative ways of creating the real value of IRM’s Secure ITAD solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts Actively participates in marketing campaign initiatives in demand and field program execution Effective internal teaming with Business Development Executives (BDEs), Customer Development Executives (CDEs), Consulting Program Managers/SMEs to deliver our value proposition and drive Secure ITAD solutions and service revenue growth from our Secure ITAD program customer Support account planning and strategy development with key internal team members Support development of global ITAD solutions for Iron Mountain customers Pipeline development and bookings within respective territory and/or assigned account portfolio Achievement of assigned Secure ITAD sales quota as well as contribution towards overall team billings target Activities to support pipeline and account activity includes managing timely detailed responses to RFP’s Produce timely, complete, and accurate input and management of Saleforce.com opportunity information Final opportunity profitability through leading negotiation process and ensuring an acceptable on-time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. This is facilitated in conjunction with CPO, Legal and market VPs/Directors when needed Activity within industry associations in the market to increase IM awareness, through attending tradeshows, reviewing whitepapers and keep current within market trends Continual education to stay abreast of latest best practices and development in IT asset management and disposition practicesThe Person
Strong IT asset management and IT asset disposition domain knowledge Professional Services/Consulting professional with 10+ years of direct selling experience to executive-level buyers. Demonstrated success in selling technology solutions to senior level executives Excellent communication, teaming and presentation skills. Strong business acumen and account planning skills. Minimum of four-year college degree Experienced meeting or exceeding multimillion-dollar quota goals Knowledge of ITAD solutions. Proficient in Microsoft Outlook, Excel, Work and PowerPoint Prior experience using a CRM Must have a strong background and knowledge of IT asset management, IT asset disposition, data and environmental protection standards and regulations, asset remarketing, asset chain of custody, strategic account management, sales process and solution selling Minimum of 10 years of direct sales experience in large, complex services based organisations Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills Successful experience in working with customers to influence RFP development so their solution offering is best positioned to win. Possess strong proposal writing experience and be able to lead a proposal response team when needed Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities. Must exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making. Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company Ability to influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues Category: Sales-
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