Inside Sales Representative - Mid Market
Company: Iron Mountain
Posted on: November 16, 2022
At Iron Mountain we protect what our customers value most, from
the everyday to the extraordinary. We build customer value around
the world with a passion for preserving the physical, transforming
the digital, and respecting the environmental. We pioneered the
industry for global records and information management and have
established some of the best customer relationships in the industry
with 95% of the Fortune 1000 companies among our 225,000 loyal
customers. Here, you'll bring your expertise and creativity to a
workplace that thrives on continuous improvement. Here, you'll be
part of a global workforce that embraces the differences among us.
And here, we'll encourage you to Climb Higher for the benefit of
our customers and each other. There is so much more, but enough
about us. We can't wait to hear about YOU.
Iron Mountain is seeking an Inside Sales Representative Mid-Market
to join our Inside Sales team. The Inside Sales Representative
Mid-Market role is responsible for driving net new sales and
revenue from mid-size companies in an existing customer account
base within an assigned geographic territory. The position will
create and maintain solid relationships with accounts and use a
consultative approach to understand the current business goals and
objectives and to leverage that knowledge to position and sell the
appropriate solution. Success in this role is measured by hitting
and exceeding monthly sales quotas, consistently staying ahead of
activity metrics, and retaining existing customers, all in a
+ Prospect within a book of business to schedule remote meetings,
identify customer requirements and map them to a solution.
+ Ensure consistent customer contact through a minimum of 100 dials
and 12 scheduled customer phone meetings weekly; track all activity
+ Proactively contact at-risk customers and resolve issues through
customer needs analysis. Renew contracts well ahead of
+ Quickly gain knowledge of IRM product offerings through online
courses, self-study and interactive assessments.
+ The ability to establish strong partnerships with internal
customers, such as SDRs, Sales SMEs and Operations, will be
critical to success in this role.
+ Assesses assigned customer's current and potential needs,
determining appropriate Iron Mountain products and solutions
through the utilization of remote Interactive Business Reviews.
Develops and implements strategies and business plans through
understanding the customer's business model, planning and decision
making channels from understanding the customer's value proposition
and ability to explain how they differentiate themselves in the
+ Builds customer relationships through strategic conversations to
understand organizational business objectives and goals.
Understands and influences a wide range of customer stakeholders
(including Iron Mountain channel partners) while acting as industry
expert to the customer. Partners with key customer decision
maker(s) to structure business strategy as it relates to customer
+ Ensures frequent communication to enable superior customer
satisfaction and to keep customers educated on emerging industry
trends related to customer's organizational information management
+ Continuously prospect in the assigned book of business to develop
net new departments, locations, and services lines; which includes
expanding existing relationships and products of assigned accounts.
Develop a strategic account plan for each named account leveraging
customer knowledge and the Iron Mountain matrixed organization.
+ Education: 4-year College Degree preferred
+ Experience: 4 - 7 years of B2B sales experience
+ Skilled in utilizing social media such as LinkedIn, to identify
key contacts, promote self as a thought leader in the Industry, and
use effective messaging to offer solutions.
+ Receptive to feedback and uses it to improve sales and workplace
+ A self-starter, driven, with strong interpersonal skills.
+ Consistently hits or exceeds all metrics and sales targets each
month, even under tough circumstances.
+ Candidates must have a strong background and knowledge of
strategic account management, sales process and solution selling.
Technology Sales Experience a plus
+ Strong time management skills. Ability to effectively plan for
success and allocate the appropriate amount of time spent on
various stages of sales cycle.
+ Must have the proven ability to translate the customer need(s)
into solution requirements through creating powerful value
propositions and negotiation skills
+ Must exhibit excellent written, oral and presentation skills
through influential solution selling
+ Candidates should be able to make business decisions and think in
broad terms, considering the impact to the entire company
+ Ability to team effectively at all levels of IRM and customer
personnel (to include C-level) on a wide range of topics and
+ Strong ability to hold engaging conversations over the phone and
+ Ability to develop, maintain and present to senior level
management within their customer base
+ Business knowledge, insight, and understanding of business
concepts, tools, and processes that are needed for making sound
decisions in the context of the company's business; ability to
apply this knowledge appropriately to diverse situations. Aligns
unique insights to key customer priorities, reframing the way
customers view their business.
+ Create demand by understanding specific vertical market business
challenges, delivering entry point value statements, value
propositions, and by identifying the key buying influences in a
complex sales environment
+ Experience working with Salesforce.com
+ Manages sales pipeline effectively and accurately.
+ Proven ability to negotiate remotely in high stakes sales
+ Understands a potential customer's context through effective
questioning and listening.
+ Proficient with oral and written communication
What We Offer:
+ Guaranteed Base Salary Pay
+ Commission/Bonus Structure
+ Company Sponsored Insurance: Medical, Dental, Vision all start on
+ PTO time: 15 vacation days plus additional 6 sick days and 3
+ Available: 401(k) with match, Life Insurance, Short term
Disability, Flexible Spending Account, Education Reimbursement
+ Advancement opportunities
+ Hours: Monday through Friday with a full weekday schedule
Iron Mountain is committed to a policy of equal employment
opportunity. We recruit and hire applicants without regard to race,
color, religion, sex (including pregnancy), national origin,
disability, age, sexual orientation, veteran status, genetic
information, gender identity, gender expression, or any other
factor prohibited by law.
To view the Equal Employment Opportunity is the Law posters and the
supplement, as well as the Pay Transparency Policy Statement, CLICK
Keywords: Iron Mountain, Olympia , Inside Sales Representative - Mid Market, Sales , Olympia, Washington
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