Iron Mountain Revenue Manager - Global Industries 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.
In the last few years, pricing has been one of the main contributors to our company’s financial success. If you listen to any of Iron Mountain’s Investor Calls, the first question is always about Pricing! Our Revenue Management team has grown tremendously in the last 5 years globally. Our team of 20+ pricing professionals encompasses varying experience levels and industries from around the world.
In 2019, Iron Mountain started the Global Strategic Accounts (GSA) program to drive growth for the company overall. The customers we’ve selected to become strategic accounts are those we believe we can partner with more strategically, so they understand and can benefit from our entire range of services and solutions. The company has invested heavily in the program and it has grown tremendously and now part of a new region set up called Global Industries (GI) which is the growth engine of the company.
We are looking for two candidates in North America to partner with the GI team to deliver further growth in the future. You will have the autonomy to work with the GI team and will report to the Global Deal Desk Leader.
The Deal Desk position has the core responsibility to support sales in growing the business using the right pricing strategy and deal structuring on renewals and new business opportunities.
Our success in achieving the growth objectives of Iron Mountain depends upon our ability to derive fair, consistent pricing for the value of our services and creative deal structuring that works for both the customer and Iron Mountain. We want you to lead revenue management efforts to deliver growth. The responsibility of this role includes:
Supporting the Commercial team to close new business with price guidance, pricing tools and analysis for all countries Iron Mountain operates in when it comes to these strategic accounts
Supporting the Commercial team to get the best outcome on renewals
Developing winning pricing strategies and implementing as part of the deal structure
Developing specialist pricing models
Identifying and executing growth opportunities through pricing strategy
Exploring new and creative ways to grow the various sectors and segments of the business
Transactional deal pricing – review and improve the deal outcomes of our transactional deal negotiations.
Identifying and resolving pricing issues
Reporting on deal performance
This highly cross-functional role provides a platform to collaborate with senior leaders in the business, partners in Sales, Marketing, Innovation & Product Management, Finance, HR, Operations, IT, Customer Care, Communications, and other groups. This is a high-exposure role at Iron Mountain that is responsible for driving significant revenue growth.
MAIN TASKS AND RESPONSIBILITIES:
Executing Price Guidance – Support the Commercial team as they win new business and get the best outcome on renewals and new business opportunities, utilizing data to identify the most appropriate pricing strategy, deal structuring and price to win.
Analytical Support : Provide analytical support for customer-facing teams – including the building of pricing models using customer financial and operational information from our business systems, then preparation of “price-to-win” analyses and strategies based on this information.
Customer Interaction – Must be able to effectively interact with the Commercial, country teams at all levels (account managers to Senior Vice President). Develop pricing approaches that show Iron Mountain’s value to the customer. Requires organizing and scheduling the workload related to support requests from the commercial team and the Global Deal Desk Leader (covering both renewals and new business) as well as setting achievable expectations.
Project Execution – Drive pricing projects that help identify, design and operationalize revenue and margin maximizing opportunities by understanding the buying behavior of our customers, determining the best combination of price and services and building tools and techniques to allow the field to execute our pricing initiatives.
Performance Reporting – Providing regular updates on deal performance, converting data into actionable recommendations and identifying emerging trends and opportunities
Varied other duties and initiatives as assigned by your manager.
FUNCTIONAL KNOWLEDGE, SKILLS, AND COMPETENCIES:
This will be a highly integrative role, demanding the leader to align efforts across regions and functions; comfort working across multiple functions, including Sales and Finance, is critical
Excellent analytical skills with ability to draw conclusions and provide specific recommendations; ability to work with ambiguous data and identify emerging trends and opportunities; proficiency with Excel and other analytic tools ; ability to translate data into prescriptive actions
Excellent communication skills (written/verbal), organization and interpersonal skills – ability to lead and influence others; comfortable interacting with executive leadership; ability to persuade others based on compelling data and stories
Solid organizational skills; ability to prioritize and manage projects with changing deadlines
Dedicated to delivering exceptional customer service
Drive to create impact; ability to work independently while also supporting team objectives; initiative and innovation in achieving results
Positive, achievement-oriented attitude
Motivated and curious with an appetite for growth and development
Master’s degree preferred – especially business, statistics, accounting or economics
Strong academic record in a challenging program
Certified Pricing Professional recognition highly prized
Pricing experience – background in deal structuring, price management, analysis, reporting, and customer negotiations (minimum of 7 years relevant experience)
Ability to transform process and tools to simplify the user experience while driving price revenue growth and profitability
Sales experience, marketing strategy, or financial analyst experience is also helpful
Advanced proficiency with business software including mastery of analysis tools, especially Excel including VBA, financial modelling and G Suite
Fluency in business English
It is the responsibility of every Iron Mountain employee:
to comply with all applicable laws, rules, regulations, and company policies
to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct
to complete required training within the allotted time frame
Category: Finance Group
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 HERE