Director, Federal Sales
Company: Iron Mountain Incorporated
Posted on: September 17, 2020
Top Secret clearance desired, clearable acceptable.. Category:
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
Didn't find what you're looking for? Search again!