Iron Mountain Sr. Manager Revenue Management Strategy, Bundles and Subscriptions in Remote, 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.
Sr. Manager Revenue Management Strategy, Bundles and Subscriptions
Our success in achieving the growth objectives of Iron Mountain depends upon our ability to switch to a solution sale while deriving fair, consistent pricing for the value of our services. The Revenue Management team is responsible for directing price strategy, tactics, and implementation to enable us to achieve our revenue and profit targets.
This is a newly created role with great opportunity for growth at Iron Mountain. This role’s responsibilities are to create and standardize Iron Mountain’s back-office processes to enable customer-focused bundles. This focus on solutions will enable us to become strategic advisors and further expand the value that we provide to our customers by providing them with a complete solution for all of their data mangent needs from physical to digital.
Iron Mountain has recently invested in a state-of-the-art price management tool and other resources to improve our ability to offer customers fair, consistent, and disciplined pricing. This role needs to drive revenue growth and create consistent standards for bundles and subscriptions across all functions at Iron Mountain. This also offers an opportunity to work with general managers and stakeholders across the entire organization, globally and every function, since effective revenue management demands integration from each function.
This role will support the global growth of these services. Deliverables will include:
EBITA Growth : This role will have a yearly target for incremental EBITA growth from prior year.
Monthly Reporting: Creation of a methodology to track various bundle/subscription initiatives.
Create and Implement Functional Processes: Optimize the methodology for taxes, billing, accounting, and standards for overages and tiers.
Drive Revenue Growth: Partner with Marketing and Product Management to create use-case focused solutions to solve specific customer problems. Ensure that clear value communication is created for these specific use-cases and that specific approaches are applied.
Sales Incentives: Ensure that existing sales incentives encourage appropriate value selling behavior or create new sales incentives.
Tools: Ensure that SFDC CPQ and billing receive and implement the requirements needed to support the future vision for bundles and subscriptions.
This role is an important part of our commitment to excellence in revenue management and our ability to deliver sustained annual profit growth. This also offers an opportunity to work with general managers and stakeholders across our global organization. The role works with a high-performing global revenue management team, recognized by executives and Wall Street as one of the keys to Iron Mountain’s success. Key stakeholders include Sales, through which deals are priced and executed, Finance as a source of performance data, IT as we design and implement new pricing tools, Marketing as we identify sources of customer value and growth strategies, HR as we develop training and reward measures, Communications as we build value-based messaging, and other executives across the organization.
Program leadership – the ability to independently lead multiple projects from strategy to implementation – independence required
Multi-disciplinary capability – the ability to interact across functions and cultures
Persuasion – the ability to lead change and align multiple teams; to influence multiple senior leaders without direct authority; fluency with conference calls, webinars, PowerPoint, etc.
Maturity – Ability and desire to interface with executive management
Creative analytic capability – the ability to utilize data to identify opportunities and build a compelling story for change; translate financial analysis into prescriptive, actionable recommendations
Ability to design, construct, analyze and explain insightful analytics models
Able to recognize and identify trends and drivers, and distill them into insightful analysis
Speak statistics – pivot tables, correlation, Tableau, Customer Relationship Management system experience, price optimization tool exposure – all highly valued
Bachelor’s degree; Master’s degree preferred – especially business, statistics, economics, or behavior
12+ years’ applicable experience, with a passion for pricing
Advanced proficiency in G Suite
Ability to transform process and tools to simplify the user experience while driving price revenue growth and profitability
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.
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