Federal Business Development Executive - Data Centers in Manassas, VA

$80K - $100K(Ladders Estimates)

Iron Mountain   •  

Manassas, VA 20113

Industry: Technical Services


5 - 7 years

Posted 62 days ago

This job is no longer available.


The Federal Business Development Executive will focus on growing Iron Mountain's data center revenue within their assigned territory. This growth will be attained by partnering with Iron Mountain's existing sales organizations (Data Backup and Recovery, Vertical and Records Management teams) to evangelize, train, joint-sell and support the growth of the data centers business. The Federal BDE may also directly pursue data center opportunities which were not originated by other departments within Iron Mountain or as directed by their management team.

Strategic focus will be selling Iron Mountain colocation services to FedRamp Cloud Vertical, Federal Systems Integrators, as well as Civilian and DOD agencies.

IMDC BDE's will be supported by Inside Sales and Marketing to help uncover additional opportunities and in the development and delivery of customer relevant campaigns and activity. Business Development Executives accomplish increasing the IRM footprint with the territory through the following key responsibilities:

Business Opportunity:

Work independently, and with existing Iron Mountain teams, to introduce IMDC colocation service to prospective and current customers. Act as main point of contact/liaison for your Federal counterparts in targeting and developing opportunities through contract execution. Additionally, participate as the local 'ambassador' for non-Federal prospects who require additional information or are performing tours/evaluation of your 'local' facility. Develop and implement regional market strategy and business plan. Track progress of the regional plan for ROI against actual bookings. In addition to providing deep subject matter expertise during opportunity pursuit it is critical that the Federal BDE is capable of mentoring and developing your Iron Mountain counterparts' ability to successfully recognize, identify and eventually pursue/close 'retail' data center opportunities independently.

Relationship Management:

To increase the net new revenue stream, build customer relationships through strategic conversations to understand organizational business objectives and goals, expand relationships within accounts to include key data center decision maker(s) and understand specific customer requirements (including service level expectations, application requirements and geographic/network needs) in order to ensure pursuit of the highest likelihood opportunities. Finally it is important to help IMDC develop a vibrant ecosystem of trusted advisors, consultants and third-party influencers within your region's territory and vertical markets. These relationships will help ensure accurate forecasts and decreased sales cycle

Pipeline and Account Activity:

Continuously prospects and works with IM peers to target and prospect both net new customers and to aid in the expansion of existing relationships to sell data center services to the existing Iron Mountain customer base. Maintains a consistent 'pipeline' that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, customer and partner meetings, industry shows and events, 'cold' calling, ecosystem development and managing timely and detailed responses to RFP's. Ensure that all activity is tracked within in SFDC, display the consistent ability to forecast accurately and present IM's benefits vs. the competition and develop greater understanding of IM's non-data center offerings.

Account Profitability:

Responsible for supporting regional team members by leading the customer/prospect 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. Responsible for identifying and helping other IM members within your region in the selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.

Contract Renewals and Negotiations:

The representative will work with their counterparts within the company to assure that assigned customer renewals are well managed. Help identify gaps or opportunities within a customer's current contract and understand requirements to successfully renew the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate to drive customer retention and pricing strategy.


Industry Knowledge:

  • Must have 3-5 years of Federal sales/BD experience.

  • Must have very deep multi-tenant data center knowledge.

  • Must have excellent existing ecosystem and reputation within the Federal region, including a mix of Civilian agencies, DOD agencies, Systems Integrators, and/or small business that serve the US Federal government.

Functional Knowledge, Skills, and Competencies:

  • Candidates must have a proven track record of exceeding quota within the data center/IT/managed services industry.

  • Candidates must have a proven process for accurate forecasting and account development within the data center sector.

  • Candidates must have a strong background or capability with 'Challenger' style selling.

  • Minimum of five to ten years of direct sales experience in the data center, or equivalent, sector.

  • 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.

  • Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making.

  • Candidates should make business decisions as if they were 'owners' by keeping long term focus on the most positive outcomes for the LOB and the entire company.

  • Ability to team effectively throughout IRM and to engage with IM and customer personnel from 'user' to 'C-level' on a wide range of topics and issues.

Business Expertise:

  • Experience in complex sales cycles, including solution selling.

  • Proven ability to manage complex, multi-departmental sales engagements.

  • Ability to accurately encapsulate customer and IM technical and business requirements

  • Identification of trends, threats and opportunities within your marketplace with the ability to help develop and execute on reasonable/rational plans to exploit or defend against the changes as appropriate

Compliance Obligations:

It is the responsibility of every Iron Mountain employee:

  • to comply with all applicable laws, rules, regulations, and company policies

  • to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct

  • to complete required training within the allotted time frame

Valid Through: 2019-9-16