Director, State and Local Sales

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.

Director, State and Local Sales

Iron Mountain is seeking a Director, State, Local and Public Education (SLED) Sales to join our Government Solutions Group. The Director, SLED Sales will focus primarily on driving new business sales  growth within the US State, Local and Public Education market  and developing mulit-year  pipeline from existing and new states, counties, cities and public education entities.  Client retention is also a responsibility and critically important as part of achieving revenue growth targets.

RESPONSIBILITIES:

• Manage and Develop a High Performing Sales Team: There will be approximately three (3) Account Executives and a Strategic Partner Manager reporting to this Director. In addition, the Director and respective team will work closely with Iron Mountain’s various Subject Matter Experts and service line sales resources to improve Iron Mountain’s probability of winning.    
• Sales Performance Management:  Proven track record of strong sales performance management cadence and results.  Consistently review Key Performance Indicators (KPI) to measure team’s current performance and to predict future performance against sales targets. 
• State and Local Direct Sales Expertise:  As the Director of SLED Sales, it is critical that the ideal candidate can articulate previous selling successes and have a history of leading a high performing SLEDl Sales team.   The candidate must have winning  practices for  account planning and solution selling methodologies.
• Solution Diversification:   This position will be required to lead a team that sells all of Iron Mountain’s solutions including Iron Mountain’s legacy physical storage and new innovative solutions, such as, Insights (Artificial Intelligence/ Machine Learning Platform) and Data Center services and IT Asset management and disposition.   It will be important for this candidate to direct and motivate the sales team to sell legacy and new solutions and to achieve business line revenue targets.
• Ability to drive strategic capture and proposal activities.
• Provide insightful coaching that drives expected behaviors, employee satisfaction, account retention and revenue growth.
• In addition to leading the direct business development team, 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 government offerings, technologies, industry trends and best practices.
• Demonstrates knowledge of SLED trends as they relate to records management, information governance, intelligent document processing and digital records management and compliance.   Versed in end to end information management challenges  and  impact to agency information management decisions.
• Work closely with internal subject matter experts: Digital Solutions, Data Center, IT Asset Management, Secure Destruction, North American Operations and extended teams, such as, consultants to develop strategies that will create sales opportunities.
• Routinely drive efforts to ensure collaborative Strategic Account Planning and Strategic Opportunity planning. 
• Ensure sales team meets GATE REVIEW expectations and follows the documented process.
• 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, goals and objectives, etc.
• Attend industry association meetings.
• Recruit, develop, coach, and attempt to always maintain a fully staffed sales team.
• Educating teams on significant industry factors including competitive products, regulations, trends, customer needs, and pricing.

JOB REQUIREMENTS:

• Proven track record leading high performance State and Local government sales teams, with experience across all 50 States.  Experience with large government System Integrators is also desirable.  Minimum 8+ years managing a SLED sales team.
• Documented track record leading teams in maintaining and growing a $200M portfolio of accounts.
• Strong sales performance cadence with swift coaching and remediation activities to achieve annual targets.
• Must be a skilled motivator with demonstrated ability to coach and develop sales staff to exceed targeted sales objectives and deliver high quality service to customers.
• Must have a proven ability to manage both direct and indirect employees in a matrixed organization. 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.
• Extensive experience using  government acquisitions sites for competitive analysis and proactive capture activities.
• Exceptional communication skills required to navigate through a sales process that includes legal, compliance, financial and operational complexities.
•  Strong interpersonal, planning and analytical skills.
• Ability to influence and negotiate.
• Ability to make decisions and think in broad terms, considering the impact to the entire company.
• BA required,  SLED sales experience is a MUST.
• Sales leadership in the Information Management industry is a plus.