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 stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Strategic Partner Manager (SPM)

Job Summary:

The Strategic Partner Manager (SPM) will manage all aspects of scoping, creating, developing, revenue achievement and day-to-day management of new & existing channel partnerships for selling ALL Iron Mountain’s products and services offering “TO” selected channel partners/Government Contractors, and selling solutions to the Government THROUGH/with those same firms. The goal of the position is to create and manage successful revenue generating relationships with technology, reseller & service provider companies, who can affect the movement of Iron Mountain products and services to end user companies and customers. The person will work closely with product management, product marketing and the sales organization to make sure the partnership strategy and resulting partnerships are properly focused and getting the appropriate mind share and resources for success.

A candidate will have experience in consultative sales to include hunting/prospecting, qualifying, running discovery calls/demos, negotiating, and a proven track record of supporting large, complex federal government acquisitions. The candidate should understand agency mission driven use cases to position and qualify enterprise data management and business process transformation and asset lifecycle management opportunities and apply such knowledge to represent across multiple departments and government agencies. To be successful in this role the candidate will be adept at applying consultative sales and relationship building to build trust and an understanding of client requirements and pain points and align Iron Mountain solutions to the identified points.

Key responsibilities include developing and executing account plans, meet quarterly pipeline creation goals, hunting/prospecting, and executing on marketing initiatives to increase our footprint within your assigned book of businesses to achieve revenue growth and quota attainment. The SPM will also proactively manage and prioritize opportunities and coordinate with companywide resources to provide the best customer experience, consult and develop relationships with the assigned federal systems integrators to increase the customer spend through new opportunity identification, upsell execution, strategy, partnering, white papers, and RFI/RFP development and response.

Key Responsibilities: 

Develop relationships with federal systems integration companies that effect direct and indirect sales of our products and potential value added services. 60%Recruit, develop and manage partners - new, prospective and existing.  Oversee all aspects of a “new to” Iron Mountain partner relationship. 10%Proactively manage communication and facilitate information exchange regularly with Team Director, and Iron Mountain Government Solutions Leadership Team.   10%Keep current on technical changes on products as they relate to Iron Mountain and partner needs; interface with Iron Mountain and partner executives, internal product/project management team(s), support, operations and engineering reps to ensure Iron Mountain and partner deliverables on revenue opportunities. 10%Able to react to change productively and handle other essential tasks as assigned. 10%Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams for Iron Mountain Government Services.Develops and implements strategies and business plans through understanding the customer’s mission, strategic plans, decision-making, acquisition strategy and funding.Positions and illustrates alternative ways of creating the real value of IRM’s solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages with each existing and net new partner.Rapidly learn Iron Mountain’s InSight, Iron Mountain’s SaaS Content Management Platform and cloud hosting servicesIncrease win probabilities through identifying and securing strategic teaming partners and alliances.Actively participates in marketing campaign initiatives in demand and field program execution.Effective internal teaming with various business line subject matter experts: Solution Architects, Product Development Program Managers, Capture and Proposal Managers to deliver our value proposition and drive Digital solutions, Information Governance, Asset Lifecycle Management and core storage and service revenue growth.Responsible for opportunity identification and lead qualification within your assigned partner portfolio.Successful experience in partnering with FSI’sExperience in working with customers to influence RFP development.Activity within industry associations in the market to increase IMGS awareness, through attending tradeshows, reviewing whitepapers and keep current within market trends.

Competencies:

Experience penetrating, collaborating with and managing relationships with Federal Systems Integrators.Hunting/prospecting skills to identify and qualify IRM opportunities both sell TO and sell THROUGHPrior vertical market and/or indirect Alliance Partner selling experience; contract negotiation and partner management skills desired.Must be able to deal with diverse small to medium sized VARs & MSPs; and the complexity of issue(s) that come with this type of partner (e.g. contract negotiation, sales engagement stewardship, etc.)Proven record of recruitment & development of channel or technology-based partnerships.Requires high aptitude and business acumen;  must be able to articulate IRM’s value proposition to external 3rd party companies;  interpersonal skills must be finely tuned and leveraged both internally and externally, and with multiple constituencies within IRM.Candidates must have a strong background and knowledge of information governance, data management, electronic content management process and tools, business process / workflow enablement and outsourcing, document and information capture, strategic account management, sales process and solution selling. Minimum of 7 years of direct and/or indirect federal government sales experience with large (>$50M), complex IT solutions opportunities desirable.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 think strategically but influence and negotiate tactically with key decision-maker through proven relationship building, sales skills and needs identification by aligning unique insights to key customer priorities.Must exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies.  Encompasses strong interpersonal, collaboration, planning, analytical skills and business acumen for effective decision-making.Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company.Ability to influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues.

Qualifications:

Physical Requirements: Must be able to lift a laptop.Travel Requirements:  Influenced by geographic location and account portfolioStrong hunting/prospecting and qualification skillsConsultative sales background in helping prospects define both strategic and tactical approach to meet their and/or agency mission, vision, and business goals.A passion and commitment to help client agencies improve and transform business operations to deliver citizen services and achieve mission outcome.Strong BPO/Document Management and Information Governance domain knowledge and associated market vertical and technology experience.Demonstrated success in selling technology solutions to system integrators, partners, and senior level executives.  Excellent communication, teaming and presentation skills.Strong business acumen and account planning skills.Minimum of four-year college degree.Experience exceeding quota goalsKnowledge of Enterprise Content Management, BPO, Automated Workflow, Document Management digitization solutions and asset lifecycle management.Prior experience using a CRM system

Disclaimer:

This job description is not meant to be an all-inclusive statement of every duty and responsibility of the jobholder. Certain features of this job are described in the above headings, but are not necessarily limited to the above written statements. They may be subject to review. All positions within Iron Mountain may include other duties as assigned.

At this time, we are considering local candidates who are able to work without employer sponsorship. No agencies or phone calls, please.

Only those candidates whose experience best meets our requirements will be contacted.

Iron Mountain is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, creed, age, national origin, sex, sexual preference or handicap.

Category: Sales