The OpportunityReporting directly to the SVP and Head of North America & Latin America Commercial, the Vice President, North America Sales - Records & Information Management Solutions ('VP, RIM'), is responsible for overall commercial leadership, sales, and revenue growth for the North American Records & Information Management business. The VP RIM drives all commercial and sales efforts while overseeing the management of business development operations and strategy execution. The role is responsible for key sales activity metrics (e.g., bookings, pipeline, pipe creation, revenue, etc.) while collaborating with the rest of the organization to ensure that the segment financials and growth targets are met or exceeded.
Role and Responsibilities- Responsible for the overall bookings and revenue growth for the Enterprise segment through a strategic approach to maximize upsell, cross-sell, and net new opportunities.
- Lead the broader Records & Information Management Accounts sales teams in the segment by setting challenging, but equitable targets and books of business.
- Develop and implement motivational tools, discuss career-path related opportunities, and work with sales directors to ensure that our strategic growth vision and strategies are implemented.
- Form and drive the segment strategy collaborating with all of the resources required to succeed, including working closely with marketing, sales operations, and IST to increase Iron Mountain's market share.
- Collaborate with other teams (marketing, sales enablement, external advisors) to understand customer needs and build compelling and distinctive solutions that drive value for Iron Mountain and the client.
- Ensure that the team's account plans address advanced scenario planning including impacts resulting from changes in the customer's business strategy, product development pipeline, and M&A.
- Provide overall hands-on leadership to the team by building, motivating, training, coaching, and developing a highly effective commercial team to meet the growing and changing needs of the customer.
- Lead the commercial team as we embed a solution selling culture, build higher-level relationships through rigorous opportunity and account planning with our customers, and seek to understand their challenges.
- Regularly assess business development plans, quarterly business reviews, contracts, and reporting; gain an understanding of the key players in our global client relationships.
- Develop and implement a plan for gaining deeper trust and engagement of senior/executive management.
- Act as the voice of the customer, ensure proper customer service levels are maintained, and customer expectations are exceeded.
- Function as senior liaison within sales, solutions, implementation, and delivery/ongoing customer support functions to manage, escalate, and resolve issues as appropriate.
- Define the goals for customer service levels and work.
- Ensure Iron Mountain contract standard procedures are applied and maintained.
- Ensure consistent execution of the Iron Mountain sales process via opportunity creation metrics and sales stage advancement results.
- Maintain best practices for the team and showcase what good looks like both internally and externally. Ensure consistent, timely, and high quality management reporting requirements as outlined by the SVP of Americas Commercial.
- Execute recruitment and training strategy and follow processes in place to attract and maintain sales talent. Routinely interact with and consult with HR Leadership for all activities across the talent management spectrum as relevant for the segment.
- Strive for transparent communication culture across all functional areas.
- Work with Finance to drive Selling expenses to conform to budgetary requirements.
The Ideal Candidate Characteristics & Credentials- Minimum of 10 years of sales experience including 5 years in sales leadership.
- Bachelor's degree in business or a related field is required; MBA is preferred.
- Experience managing a national/enterprise sales organization.
- Track record of meeting and exceeding revenue and profit targets.
- Fluent in sales measurements and KPIs that drive sales performance, including lead and appointment generation, proper pipeline building, sales pipeline velocity, sales forecasting, bookings to billings ratios, and deal close ratios.
- Experience selling and negotiating at the executive level in complex sales cycles to B2B clients.
- Strong presentation and written communication competencies; CRM usage and computer proficiency a benefit.
- Results-oriented: focused on driving key results with urgency to move the market quickly.
- Shows drive and manages performance in the team; motivates the team to get great results.
- Executive presence: creating new and strengthening existing executive level relationships to deeply understand motivations and preempt competitive inroads; coordinate the account team appropriately. Ability to create and maintain formal and informal networks.
- Talent and organization development: highly committed to and passionate about hiring, managing, developing, and retaining talented employees within their immediate team.
- Creates a high-performance, sustainable team and function that drives the goals and objectives of the organization; mentor the work of less experienced personnel enabling the strategic accounts organization.
- Collaborative: support and drive internal team building to get the right people involved at the right time to produce the best outcomes; lead planning sessions that foster new and useful ideas.
- Cross-functional, regional collaboration skillset and excellent executive communications skills.
- Ability to navigate and collaborate across a large global organization and deal with ambiguity.
- Customer-obsessed: expert at opportunity qualification in order to validate 'fit for purpose' application of IRM's offerings against defined customer strategic requirements.
- Strong presentation skills showcasing complex solutions and business case frameworks internally and in the course of client presentations.
- Global outlook: ability to operate in a global business, understanding the importance of cultural diversity while at the same time being able to drive effective change across different cultures.
Reasonably expected salary range: $225,400.00 - $300,500.00 + commissions.
Please note that an employee's starting salary may vary based on a variety of factors. Where State, Municipal, Provincial, Territorial or other legal minimum wages exceed the federal minimum wage, employees are entitled to the higher rate.Category: Sales
