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Iron Mountain · 1 day ago

Solution Executive, ALM

Trenton, NJ

Full-time

Hybrid

Senior Level, Lead/Staff

$108K/yr - $143K/yr

10+ years exp

Iron Mountain is a global leader in storage and information management services, and they are seeking a Solution Executive for their Asset Lifecycle Management (ALM) business. The role involves achieving sales quotas by selling ALM solutions, managing customer relationships, and developing strategies to drive revenue growth.

Big DataCloud StorageDigital SignageInformation ServicesSecuritySoftware

Responsibilities

Responsible for the overall development and expansion of ALM revenues within an assigned group of accounts

Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Asset Lifecycle Management (ALM) 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 Asset Lifecycle Management (ALM) 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

Effective internal teaming with Account Executives (AEs), Managing Directors (MDs), Customer Success Managers (CSMs), Consulting Program Managers/SMEs to deliver our value proposition and drive Asset

Lifecycle Management (ALM) and service revenue growth from our Asset Lifecycle Management (ALM) program customers

Responsible for 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

Build long-term relationships with both internal and external customers

Interface with prospective ALM customer contacts to further understand their needs and expectations regarding Custom Solutions, Asset Management, Program Requirements, Asset Remarketing while integrating feedback into ongoing product enhancements

Ensure clear communication and education of standard policies and procedures to prospective ALM customers and site contacts

Support the rollout and education of innovative solutions in partnership with product management

Forecasting of ALM Customer Revenues to include setting of annual growth targets, GAP analysis, and sales strategies

Creating a Growth Oriented Strategy for each ALM customer assigned

Participates in Industry and Compliance Organizations to include the optimal working knowledge of trends within the ITAM/ITAD industry

Qualification

IT asset managementSolution sellingNegotiation skillsData environmental protectionAsset remarketingSales processAnalytical skillsBusiness acumenGoogle Suite proficiencyCRM experiencePresentation skillsInterpersonal skills

Required

Candidates must have a strong background and knowledge of IT asset management, IT asset disposition, data environmental protection standards and regulations, asset remarketing, asset chain of custody, sales process solution selling

Minimum of 10 years of direct sales experience in large, complex services based organizations

Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills

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 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

Ability to develop, maintain and present to senior-level management within their customer base

Demonstrated success in selling technology solutions to senior level executives

Minimum of four-year college degree

Experienced meeting or exceeding multimillion-dollar quota goals

Proficient in Google Suite Applications

Prior experience using a CRM

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