Sales Director, Legal Vertical

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.

As a sales leader, you will direct and manage sales and client relations functions through the supervision of the Business Development sales force, for the purpose(s) of generating net new sales, through prospecting, networking and executing on marketing initiatives to increase and maintain our footprint within a vertical team focused primarily on the legal vertical resulting in revenue growth and quota attainment.

The role will assist the Business Development Executives (BDE) with support from the Customer Success team to focus on Total Customer Satisfaction, to proactively manage named Iron Mountain Key Accounts to increase the client spend assigned customer programs through new opportunity identification, upsell execution, renewal strategy, and issue management.  

YOU WILL GET TO...

• Be accountable for establishing and implementing an effective sales force, through recruitment, retention and management of the sales force. Meet district and regional sales goals with budgeted resources and developing regional sales strategies for BDE’s to utilize.
• Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems. Keep informed on competitive services, promotional matter, sales techniques, pricing and marketing policies.
• Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales, Customer Success and Operational teams.
• Individually motivate sales teams to develop new business. Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage BDEs thru the LOC process by providing feedback and coaching.
• Help to navigate the IRM career path and manage BDEs to achieve success across multiple product line of business.
• Assist in selling new business provide sales support for sales team analyze account profitability and work with BDEs in determining sales techniques, advertising and market penetration.
• Plan, develop and execute sales strategy and tailor to potential clients.
• Ongoing maintenance of a sales infrastructure relating to information/reporting systems (SFDC), proposal generation, communication, and information sharing. Coach and assist sales representatives in the preparation of special proposals including, pricing quotations, terms of sales and transfer dates as requested by potential customers. 

YOUR QUALIFICATIONS...

• 5+ years of sales management with a focus on new business development, preferably in a closely related business service industry serving the legal vertical.
• 3 years minimum selling experience in a service industry.
• Ability to provide leadership and guidance to the BDE’s.
• Strong Business Acumen and solution selling expertise.
• Proven track record and executive relationships within the Legal Sector.
• Strong written, verbal and presentation skills.
• Hands-on people management/development and team building skills.
• Strong business acumen to support solving client pain points with purpose built Iron Mountain services and solutions.
• Able to review client and territory needs. Review and manage the competencies, sales ability and training needs of Sales Reps.
• Interpersonal Skills.
• Possess a high-level of: professionalism, assertiveness, creativeness, communication and strong organizational, resourcefulness and management skills.