Director, Federal Sales

Company: Iron Mountain Incorporated
Location: Reston
Posted on: September 17, 2020

Job Description:

Top Secret clearance desired, clearable acceptable.. Category: Sales Group

Director Sales Management Jobs in Reston, VA. At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesn’t just embrace what’s exceptional. It creates exceptional.. Iron Mountain is seeking a Director, Federal Sales to join our Federal Group. The Director, Federal Sales will focus primarily on driving revenue growth within an existing customer base and developing pipeline from new agencies, departments and programs. 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 five (4) Business Development Executives and four (4) Client Development Executives reporting to this Director. In addition, the Director and respective team will work closely with Iron Mountain’s various Subject Matter Experts and Channel Managers when strategic partnerships will improve Iron Mountain’s probability of winning.. Federal Expertise: As the Director of Federal Sales, it is critical that the ideal candidate can articulate previous selling successes to the federal government and have a history of leading a high performing Federal Sales team. The candidate must have and put into practice 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. 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 lead a direct Federal sales team.. 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 Federal offerings, technologies, industry trends and best practices.. Demonstrates knowledge of Federal trends as they relate to records management, information governance, and compliance. Become versed in NARA and OMB Directives that directly impact agency information management decisions.. Become versed in the National Archives and Records Administration’s offerings, rate schedules, strength / weaknesses.. Work closely with internal subject matter experts: Digital Solutions, Data Center, Data Management, Secure Destruction, North American Operations and extended teams, such as, lobbyists and 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 (e.g. AFCEA, AIIM, ARMA, DGI, 930Gov). 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.. Be prepared to report forecasts and pipeline to senior management. Consistently review Key Performance Indicators (KPI) to measure team’s current performance and to predict future performance against sales targets.. Supporting quotation and proposal efforts to partners, prospects, and customers.. Serve as a contact for large enterprise clients and support sales actions to close large deals when necessary.. JOB REQUIREMENTS:. Proven track record leading high performance Federal sales teams, with experience across Civilian, DOD agencies. Experience with large Federal System Integrators is also desirable. Minimum 5 years managing a Federal Sales team. Documented track record leading teams in maintaining and growing a multi-million portfolio of accounts.. Extensive experience using GovWin, BetaSam.gov, Ebuy.gov and other federal solicitation applications. Exceptional communication skills required to navigate through a sales process that includes legal, compliance, financial and operational complexities. .. 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.. 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.. 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.. Excellent management and communication skills (written and verbal) with an ability to interact effectively with C-level executives and senior managers. Must be a skilled leader with a demonstrated ability to collaborate with and manage partners and customers in the Federal space. BA required, Federal sales experience is a MUST. Sales leadership in the Information Management industry is a plus.. Get alerts to jobs like this, to your inbox.

Keywords: Iron Mountain Incorporated, Reston , Director, Federal Sales, Other , Reston, Virginia