Iron Mountain Managing Director, Strategic Deals-Global Industries-Deal Finance in Boston, Massachusetts
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesn’t just embrace what’s exceptional. It creates exceptional.
As a trusted partner to our clients there is a requirement that our Mountaineers must be vaccinated.
Managing Director, Global Industries, Strategic Deals Team - Deal Finance
Global Industries is an instrumental organization evolving our strategic accounts teams and customer relationships to new levels where you will work across industries and functions. As a cross-industry and cross-functional leader, you will have the opportunity to align the full power of the IRM organization to drive the highest levels of customer centricity that enables our clients to achieve their objectives.
With a heavy organic growth orientation, this role will contribute to the overall success of our strategic clients. The managing director (MD) , Global Industries will form and drive strategic deals and pricing strategy, collaborating with all of the resources required to succeed. An experienced player on A-teams, the role will help build lasting relationships with our clients to align their strategic focus with our IRM solution suite and enable both the clients and Iron MOuntain’s growth. This role will operate in a collaborative global, matrix structure and navigate direct and indirect internal teams who support the client to ensure we are delivering an optimal customer experience across all functions including Account, Sales and Services teams, Operations, and Marketing.
What you’ll do
This position is responsible for the successful design and execution of analyses in support of strategic deals and solution development servicing all of Iron Mountain’s accounts.
You will play a critical role in the overall deal and pricing strategy of the company, and bring in new innovations to our clients. You will be an expert in creative deal constructs and pricing and advise on new technology innovations. You will also manage the deal execution process, which requires collaborating with multiple functions such as Business Leadership, Sales, Finance, Legal, Product Management and Sales Ops to provide governance for deal approvals and supporting contractual terms.
Provide thought leadership to develop innovative and strategic deal structures to fit the needs of the business and our customers
Develop strategy for pricing and discount structure to maximize value
Expand strategic relationships with top global partners through the orchestration and execution of strategic account strategies, built on deep understanding of our customers’ business priorities and Iron Mountain’s competitive advantages.
Establish trusted advisor status with client’s senior executives, through development and presentation of value-add solutions, driving growth and mind share.
Ensure coordinated execution of cross-functional internal teams to maximize global storage and services revenue, while driving growth across Iron Mountain’s core offerings and growing portfolio of technology solutions.
Qualifying opportunities, leading the strategy and quarterbacking the execution of transformative and dial moving deals, including pricing and contract negotiations. This will also include coordinating and collaborating with the customer and our internal solution architecture and product engineering teams to design and implement a winning solution meeting the customer’s needs.
Drive approvals of non-standard business terms from stakeholders across legal, finance, and risk
Analyze pricing data and provide guidelines and recommendations
Develop best practices for pricing, based on the improved use of data and market knowledge to support decisions
Create, refresh and maintain price lists/structures based on product enhancements and market learnings and development
Continued formal and informal training and development of solution selling skills, product pricing, product knowledge and keeping abreast of emerging industry trends. Maintains significant knowledge of customer’s business trends, current macro and micro economic climate, competitive awareness, legislation, market intelligence and potential new business ideas to exploit growth opportunities and provide long-term strategic direction.
Strategic oversight of the coordination of internal resources for key account maintenance activities includes business reviews, and leading successful contract renewals.
Functional Knowledge, Skills, and Competencies:
Results-oriented: maximizing the business (Revenue and Margin) within the account; bent on growth; self-motivated and proactively seeking new opportunities with an urgency to move the market quickly.
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.
Collaborative: 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.
Program Management: working with the account management team, organizes the process to capture new Revenue from the customer; organize the cross-functional plan, the team required, and ensures things are done to completion. Build accountability into every plan, from the account plan to individual projects.
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 displaying complex solutions and business case frameworks internally, and in the course of client presentations.
8+ years of relevant experience in pricing strategy or deal structuring role
Proven experience in developing and executing multi-year software, SaaS, and hybrid services/technology deals with enterprise clients
Experience as a strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customers.
Ability to absorb and recollect a large amount of detail and provide audience-specific context to drive efficient outcome focused meetings
Experience working across all levels of a highly matrixed global organization.
Category: Finance Group
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