At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet.
That's why we need smart, committed people to join us. Whether you're looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.
We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics.
We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.
Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions?
If so, let's start the conversation.
The Job
Proactively retain, manage, service and grow an assigned customer portfolio of customers by best practice account management, building strong customer relationships and owning overall customer satisfaction.
Ensure all customer contract renewals are secured at the best possible terms and conditions. Provide customers with solutions which create trust.
Produce short and long term account management strategies which enable growth whilst mitigating risks proactively. Positioned to talk strongly in relation to all Iron Mountain products and services.
The Responsibilities
Manage and grow pipeline opportunity whilst maintaining quality
Provide strategic growth and retention plan for each account
Secure customer contract renewals
Execute customer projects
Cultivate and maintain effective business relationships with C-level decision makers in strategic accounts
Build and maintain strong, long-term customer relationships, developing trusted advisor relationships with customer stakeholders
Oversee the efficient Project Management of Customer On-boarding ensuring any new business is on-boarded and invoiced accurately, as quickly as possible
Assist in resolving high-severity requests or issue escalations, as needed to ensure customer satisfaction
Act as the product and solution provider for all services offered in the market by Iron Mountain, as well as demonstrate a sound level of Market and Industry knowledge
Drive the Company's differentiation / value proposition in the customer portfolio and identify customer needs / opportunities for lead generation for growth and collaborate to ensure growth objectives are achieved
Own, create and maintain up-to-date Customer Account Plans for your portfolio, including Account Strategy, and a full organisational structure of each account group to ensure the company is engaged across the entire customer's business including sub-organisations, sister companies or acquisitions
Proactively target vended and un-vended prospects and key competitor accounts to drive and generate new, profitable revenue growth within Australia (AU) and identify global opportunities.
Ensure all business is secured at the optimal terms and conditions for the company
Own your book of business (BoB) value for the period, high retention / growth focus and commitment to meeting agreed company outcomes
Reporting and customer account management including compliance, invoicing, sales reporting, risk management, pipeline updates and revenue forecast
The Person
Willingness to travel and be face to face with clients
A track record of high performance in B2B Strategic Sales and Account Management
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level
Experience in activity-based sales processes
Experience in delivering client-focused solutions based on customer needs
Discipline, tenacity with technical aptitude and a high degree of personal resilience
Excellent listening, verbal, presentation and written communications skills
Ability to generate ideas and solutions
Account Planning and Account Management skills
Consultative Selling Skills
Negotiation skills
Problem-solving skills
Analytical and financial fluency
Proficiency in MS Office and CRM software (e.g. Salesforce)
Advanced Negotiation skills
Business Planning skills
Strong presence, impact and influencing skills with senior decision-makers
Strong teaming, influencing and collaboration skills to gain the commitment and secure alignment of staff who are not direct reports
Proven business analysis, proposal development and financial fluency
Excellent time management and planning skills with the ability to prioritise conflicting demands
Support of all other company agents
Category : Sales
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