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Iron Mountain Global Industries Partner Manager in Boston, Massachusetts

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.

At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you’ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you’ll be part of a global workforce that embraces the differences among us. And here, we’ll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can’t wait to hear about YOU.

Iron Mountain has been an essential and trusted partner to 95% of Fortune 1000 companies and the world’s largest public organizations for more than 70 years. As a world leader in Records and Information Management, we have been proud custodians of our clients’ brand reputation, safeguarding their most important records, information and assets. But we are so much more. We help our clients with Workplace Transformation, Digital Transformation, IT and Data Security and Sustainability. We have a leading portfolio of digital workflow solutions, Asset Life Cycle Management, a network of world-class Data Centers, and more. We uncover insights and new ways of working that help our clients find the gold in their mountain of data…and elevate the power of their work.

Overview

The Global Industries Partner Manager is responsible for developing and executing on the partner “sell with” strategy for assigned Consulting and SI Partners, driving revenue growth, as well as managing and influencing positive business outcomes for our joint customers.

The Partner Manager has shared ownership of sustainable growth with the assigned partners, owning building out and executing a jointly beneficial partnership plan. Role will drive market analysis, understanding the partner’s partner ecosystem, determining the optimal solution and GTM alignment, building commercials and developing enablement and support systems to manage the partner program. Additionally, this position will own lead development, coordinating sales activities including aligning IRM account owners with their corresponding partner sales persons, and overall relationship management.

The ideal candidate will have a strong understanding of the Systems Integrator / Consulting landscape and how to traverse those types of organizations, and know how to successfully lead solution identification and valuation with a partner. The candidate should also have a proven track record of success in partner sales and marketing as well as underlying contracting needed to support multinational efforts as identified. The Partner Managerwill work closely with all internal solution SMEs and end user assigned sellers to create a seamless experience for both the end user and partner selling organization.

Responsibilities

  • Develops and executes business plan to create incremental pipeline through assigned SI / Consulting partners. Business Plan to include account prioritization and comprehensive partnership engagement model, execution and ongoing maintenance for prioritized accounts.

  • Identifies market validation and longer term strategicopportunities through Account Strategy and jGTM activity.

  • Develop and own exceptional client relationships that cross many verticals, including Financial Services, Healthcare and Life Sciences, Media and Entertainment, Public Sector, Energy, etc.

  • Build, leverage and communicate Iron Mountain Partnership benefits to key stakeholders within Iron Mountain, focus on the strategic nature of the partner relationship to build long-term value and sustainable success for both Iron Mountain and our Partner.

  • Direct and influence lead generation activities to generate pipeline, align with Sales teams on GTM plays to ensure alignment on goals by providing updated business plan(s) and sharing of best practices across regions.

  • Develops and manages joint Inside/Field Sales processes including deal assignment and registration with the Iron Mountain and partner sales teams, collaborates with Iron Mountain and partner teams to organize joint sales calls.

  • Collaborates with Iron Mountain and Partner Sales Organizations in support of sales campaigns, proposals and closure. Drives team mindshare through regular communication (win stories etc.) and relationship cadence.

  • Enable sales teams (Iron Mountain and Partner) on GTM plays by providing both teams with the relevant knowledge in terms of sales, presales and technical knowledge to effectively grow revenue.

  • Works with IRM field sales to ensure account opportunity visibility into Iron Mountain SFDC tracking pipeline, ensuring appropriate reporting and joint execution plan execution with the partner sales team.

  • Works closely with the Product Marketing, Presales and Product Management teams to develop structured marketing and enablement plans as part of the overall business plans for execution. Manage Iron Mountain / Partner engagement escalations and conflicts

Key Skills, Requirements and Competencies:

  • 5+ year’s successful partner ownership, including business plan development and execution through sales alignment and pipeline development, preferably with large global Systems Integrators, Business Process Outsourcers and / or large global Consulting Organizations.

  • Successful complex solution sales experience in at least one of the following domains (digital transformation, data centers, asset lifecycle management, information management).

  • Exceptional proven sales success working directly with Customer decision makers and key stakeholders

  • Enthusiastic, inclusive, positive, highly energetic.

  • Domain Expertise in one (or more) of the following sectors; Financial Services, Energy, Technology, Healthcare, Life Sciences, Insurance, Manufacturing, etc will be helpful

  • Experience as a strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customers.

  • Experience working across all levels of a highly matrixed global organization.

  • Strategic mindset and highly consultative approach to partnering with internal and external teams

  • Comfortable in a startup environment

Reasonably expected salary range: $154,700.00 - $206,300.00

Category: Sales Operations Group

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here.

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to accommodationrequest@ironmountain.com. See the Supplement to learn more about Equal Employment Opportunity.

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

Requisition: J0070470

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