Vice President, Enterprise Sales - East

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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.

Reports to (Vice President) SVP & Head of North America & Latin America Commercial

Purpose: The VP of Enterprise Commercial Sales is responsible for overall commercial, sales leadership and revenue growth for Enterprise Accounts in the US East portfolio for all of GRO including Records Management, Digital and ALM. The VP drives all commercial & sales efforts while overseeing the management of business development operations and strategy execution. The role is responsible for key sales activity metrics (Bookings, Pipeline, Pipe creation, Revenue etc) while collaborating with the rest of the organization to ensure that the segment financials & growth targets are met or exceeded. 

Key Responsibilities / Accountabilities 

● Responsible for the overall Bookings (M1, M3, M5 Quotas) & revenue growth for the Enterprise segment through a strategic approach to maximize upsell, cross-sell, and net new opportunities. 

● Leads the broader Enterprise Accounts sales teams in the segment by setting challenging but equitable targets and books of business, develops and implements motivational tools, discusses career-path related opportunities, and works with Sales Directors to ensure our Matterhorn growth vision & strategies are implemented 

● The Commercial leader will form and drive the Segment strategy collaborating with all of the resources required to succeed. Works closely with the Marketing, Sales Ops and IST to increase our Market share 

● Collaborate with other teams (Marketing, Sales Enablement, External Advisors) to understand customer needs and build compelling and distinctive solutions that drive value for IRM and the client. Ensure that the team's account plans address advanced scenario planning including impacts resulting from changes in the customer's business strategy, product development pipeline, and M&A. 

● Provide overall hands-on leadership to the team by building, motivating, training, coaching and developing a highly effective commercial team to meet the growing and changing needs of the customer. Lead the team as we embed a solution selling culture, build higher-level relationships through rigorous opportunity and Account Planning with our customers and seek to understand their challenges. 

● Regularly assess business development plans, quarterly business reviews, contracts and reporting, gain an understanding of the key players in our global client relationships. 

● Develop and implement a plan for gaining deeper trust and engagement of senior / executive management for both our clients and ourselves. Acting as the voice of the customer within the region, ensure proper customer service levels are maintained and we exceed customer expectations. 

● Function as senior liaison within sales, solutions, implementation and delivery/ ongoing customer support functions to manage, escalate and resolve issues as appropriate. Define the goals for customer service levels and work 

● Ensures Iron Mountain contract standard procedures are applied and maintained 

● Ensures consistent execution of the Iron Mountain sales process via opportunity creation metrics and sales stage advancement results. 

● Maintains best practices for the team and showcases what good looks like both internally and externally. Ensure consistent, timely, and high quality management reporting requirements as outlined by the SVP of Commercial 

● Executes recruitment and training strategy and follows processes in place to attract and maintain sales talent. Routinely interacts with and consults with HR Leadership for all activities across the talent management spectrum as relevant for the segment 

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