Enterprise Account Manager

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.

Iron Mountain is seeking an Enterprise Account Manager to join our Asset Lifecycle Management Commercial Team. The Enterprise Account Manager (EAM) oversees the relationships for an assigned set of high revenue, high complexity Iron Mountain ALM Program customers to ensure continued revenue, customer satisfaction, as well as position new ALM solutions designed for further growth. The ALM EAM role collaborates on accounts with the Iron Mountain Business Development team as well as other strategic internal partners, with strategic account planning, prospecting, networking, and executing on marketing initiatives to increase Iron Mountain’s (IRM) footprint within the assigned Book of Business resulting in revenue growth. The Enterprise Account Manager will be responsible for ALM Program implementation, tracking of individual site progress, being knowledgeable about their accounts, represent Iron Mountain’s value proposition and educate customers about business- relevant solutions. The EAM will proactively manage customer programs through new opportunity identification, upsell execution, renewal strategy, and issue management to enable growth. With this, will focus on Customer loyalty providing proactive solutions to meet customer needs while uncovering and selling new opportunities.

RESPONSIBILITIES:

● Responsible for the overall development and expansion of ALM Program revenues within an assigned group of accounts

● Act as a lead and resource to all internal stakeholders in the development, growth and support of the assigned ALM customer programs

● Build long-term relationships with both internal and external customers

● Interface with ALM customer contacts to further understand their needs and expectations regarding Custom Solutions, Asset Management, Program Requirements, Asset Remarketing while integrating feedback into ongoing product enhancements

● Ensure clear communication and education of standard policies and procedures to ALM customers and site contacts.

● Ensure Portal Systems are used properly, fully-leveraged and that clients are provided with both initial and ongoing portal education

● Leverage KPIs to analyze service delivery performance and identify with internal partners any service challenges while collaborating to implement improvements.

● Support the rollout and education of innovative solutions in partnership with product management

● Forecasting of ALM Management Program Revenues to include setting of annual growth targets, GAP analysis, and sales strategies

● Creating a Growth Oriented Strategy for each ALM Program assigned

● Conducting Business Reviews to drive continued program health, SLA compliance and growth 

● Participates in Industry and Compliance Organizations to include the optimal working knowledge of trends within the ITAM/ITAD industry

JOB REQUIREMENTS: 

● Candidates must have a strong background and knowledge of strategic account management, sales process and solution selling. 

● Minimum of 5 years of direct account management and/or business development experience in a services-based industry or equivalent.

● Must have the ability to identify customer needs and translate customer needs into solution requirements

● Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities. 

● Must exhibit excellent written, oral and presentation skills.

● Encompasses strong interpersonal, 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 team effectively at all levels of IRM and customer personnel (to include C-level) on a wide range of topics and issues. 

● Experience in matrix organizations.

● General working knowledge of the ITAD industry.

● Strong understanding or ability to create acumen for the entire Iron Mountain ALM suite of services

● Experience working with large global enterprise accounts; preferably in a sales or account management focus.

● Ability to continuously develop net new contacts in enterprise accounts and expand existing relationships.

● Ability to develop, maintain and present to senior-level management within their customer base.

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