**Overview:**
Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.
Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.
Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.
**Responsibilities:**
The Director of Business Development will focus on building pipeline, forecast and driving revenue growth within the targeted healthcare market opportunities and signing net new healthcare enterprises within the mid-market segment.
In addition, the position will help drivesales disciplines and opportunity development into mid-market sales, working with Mid Market VP’s to focus in significant increase in opportunities. This role would be working with multiple stakeholders, i.e. Business Development Executives, Healthcare vertical team, the markets, and teaming with other Iron Mountain subject experts to drive revenue in Data Management,DMS, and other strategic service lines when strategic partnerships will improve Iron Mountain’s chance of winning.
**Healthcare Expertise:** As the Director of Mid Market Healthcare Sales Business Development, it is critical that the ideal candidate can demonstrate previous success selling to the healthcare industry, driving balanced overachievement, and have a history of leading a successful Healthcare Sales teams.
**Primary Responsibilities include:**
+ Ability to work in a heavily matrix organization, including the direct Healthcare sales teams, the markets, product management, product marketing, legal, sales operations, etc.
+ Provide insightful coaching that drives behavior adoption and employee satisfaction, account retention, and revenue growth.
+ In addition to leading the healthcare selling efforts in collaboration with the direct business development teams, this position must also independently create opportunities through networking, upselling and cross-selling customers, and other prospecting methods.
+ Maintain in-depth knowledge of Iron Mountain’s Healthcare offerings, technologies, industry trends and best practices.
+ Demonstrates deep domain expertise and knowledge of Healthcare trends as they relate to records management, information governance, and compliance. Versed in regulatory/compliance directives that directly impact Healthcare information management decisions.
+ Versed in the competitive healthcare offerings, information management strategies, rate schedules, strength / weaknesses.
+ Work closely with internal subject matter experts (DMS, DM, Shred, NAO) and extended teams, such as, lobbyists and consultants to develop strategies that will create sales opportunities.
+ Successfully drive efforts to ensure collaborative Strategic Account Planning and Strategic Opportunity planning.
+ Maintain up to date and accurate forecasts and pipelines within SFDC.
+ Consistently meet with direct team members to review specific opportunities, individual key performance indicators, forecasts, pipeline, challenges, coach, counsel, mentor, etc.
+ Attend industry association meetings (e.g. AHIMA, HIMSS, Health Impact, HFMA, ASCHE)
**Secondary Job Responsibilities:**
+ Provide thought leadership around HC IT and IG
+ Leverage HC IT experiences to work with the Solutions team, DM, Product Management, Product Marketing, to evolve our HC IT and IG messaging, IG engagements, and messaging
+ Work to identify gaps in DM & IG portfolio based upon HC needs and requirements
+ Drive HC IT and IG sales enablement to the HC Vertical Team as well as the Mid-Market teams
+ Work with Sales Ops to ensure SFDC governance around HC IT and IG to drive performance
**Qualifications:**
**JOB REQUIREMENTS:**
+ Experience leading high performance Healthcare sales teams
+ Documented track record leading teams in maintaining and growing >$75M+ portfolio of accounts.
+ Extensive experience using strategic account planning/opportunity planning, power messaging, SFDC, insight driven challenger selling, etc.
+ Exceptional communication skills required to navigate through a sales process that includes legal, compliance, financial and operational complexities. .
+ Excellent written, oral and presentation skills.
+ Strong interpersonal, planning and analytical skills
+ Ability to influence, negotiate, and overcome objections.
+ Ability to make decisions and think in broad terms, considering the impact to the entire team as well as company.
+ Strong accountability, integrity, and work ethic
+ Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.
+ Strong business acumen.
+ Experience navigating large matrix sales organizations.
+ BA required, Healthcare sales experience is a MUST
+ Sales leadership in the Information Management industry is a plus.
+ Prior experience and successful performance in selling enterprise class, strategic solutions and services.
+ Ability to travel >= 50% of the time
Compliance Obligations:
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
**Options:**
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Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.
**Requisition #** _2017-14243_
**Job Location(s)** _US_ _-_ _MA_ _-_ _Boston_
**Category** _Sales_
**Type** _Full-Time_
**Work From Home (Virtual)** _.._