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Company

Iron Mountain · 16 hours ago

Director, State and Local Sales

US | OH | Remote

Full-time

Onsite

Director/Executive

$159K/yr - $212K/yr

8+ years exp

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Responsibilities

Manage and Develop a High Performing Sales Team: There will be approximately three (3) Account Executives and a Strategic Partner Manager reporting to this Director. In addition, the Director and respective team will work closely with Iron Mountain’s various Subject Matter Experts and service line sales resources to improve Iron Mountain’s probability of winning.

Sales Performance Management: Proven track record of strong sales performance management cadence and results. Consistently review Key Performance Indicators (KPI) to measure team’s current performance and to predict future performance against sales targets.

State and Local Direct Sales Expertise: As the Director of SLED Sales, it is critical that the ideal candidate can articulate previous selling successes and have a history of leading a high performing SLEDl Sales team. The candidate must have winning practices for account planning and solution selling methodologies.

Solution Diversification: This position will be required to lead a team that sells all of Iron Mountain’s solutions including Iron Mountain’s legacy physical storage and new innovative solutions, such as, Insights (Artificial Intelligence/ Machine Learning Platform) and Data Center services and IT Asset management and disposition. It will be important for this candidate to direct and motivate the sales team to sell legacy and new solutions and to achieve business line revenue targets.

Ability to drive strategic capture and proposal activities.

Provide insightful coaching that drives expected behaviors, employee satisfaction, account retention and revenue growth.

In addition to leading the direct business development team, this position must also independently create opportunities through networking, upselling and cross-selling customers, and other prospecting methods.

Maintain in-depth knowledge of Iron Mountain’s government offerings, technologies, industry trends and best practices.

Demonstrates knowledge of SLED trends as they relate to records management, information governance, intelligent document processing and digital records management and compliance. Versed in end to end information management challenges and impact to agency information management decisions.

Work closely with internal subject matter experts: Digital Solutions, Data Center, IT Asset Management, Secure Destruction, North American Operations and extended teams, such as, consultants to develop strategies that will create sales opportunities.

Routinely drive efforts to ensure collaborative Strategic Account Planning and Strategic Opportunity planning.

Ensure sales team meets GATE REVIEW expectations and follows the documented process.

Maintain up to date and accurate forecasts and pipelines within SFDC.

Consistently meet with direct team members to review specific opportunities, individual key performance indicators, forecasts, pipeline, challenges, goals and objectives, etc.

Attend industry association meetings.

Recruit, develop, coach, and attempt to always maintain a fully staffed sales team.

Educating teams on significant industry factors including competitive products, regulations, trends, customer needs, and pricing.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

SLED Sales ExpertiseSales Performance ManagementCoachingStrategic Capture ActivitiesGovernment Acquisitions SitesInformation Management Sales

Required

Proven track record leading high performance State and Local government sales teams, with experience across all 50 States.

Minimum 8+ years managing a SLED sales team.

Documented track record leading teams in maintaining and growing a $200M portfolio of accounts.

Strong sales performance cadence with swift coaching and remediation activities to achieve annual targets.

Must be a skilled motivator with demonstrated ability to coach and develop sales staff to exceed targeted sales objectives and deliver high quality service to customers.

Must have a proven ability to manage both direct and indirect employees in a matrixed organization.

Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.

Extensive experience using government acquisitions sites for competitive analysis and proactive capture activities.

Exceptional communication skills required to navigate through a sales process that includes legal, compliance, financial and operational complexities.

Strong interpersonal, planning and analytical skills.

Ability to influence and negotiate.

Ability to make decisions and think in broad terms, considering the impact to the entire company.

BA required, SLED sales experience is a MUST.