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.

The Position

Take ownership of an assigned customer portfolio, focusing on retention, growth, and exceptional service through effective account management practices. Build and maintain strong, trusted relationships with customers to ensure their satisfaction and loyalty. Drive successful contract renewals by securing favorable terms and identifying opportunities to deliver value. Act as a trusted advisor by offering tailored solutions that address customer needs and foster long-term partnerships.

Develop and implement both short- and long-term strategies to achieve sustainable growth while proactively identifying and mitigating risks. Stay well-versed in all Iron Mountain products and services to confidently engage in solution-oriented discussions that enhance customer experiences and drive business success.

The Responsibilities

Maintain agreed company Sales Activity KPIs – e.g. customer contacts, visits, proposals, line of business footprintManage portfolio budgeted ISV vs ActualManage and grow pipeline opportunity whilst maintaining qualityProvide mid term (next 12 months) strategic growth and retention plan for each account within your portfolio, with
progress, next steps, risks updated each quarterSecure customer contract renewals proactively with optimal terms and conditions for the company and ensure all customer contracts and renewal dates are identified and an effective business strategy developed and implemented to renew all contractsExecute Customer projects, including:Account clean ups/contacts (e.g. accounts not aligned to sub accounts)Project manage Resource /Back-scan, DestructionInvoices checkedEnsure pre approval of quotations at agreed company marginsEnsure “prompt” quotations for such projects are provided to the customerIdentify, plan and implement a proactive and effective contact strategy for each customer, including the engagement of additional company resources within each account, where appropriateCultivate and maintain effective business relationships with C-level decision makers in strategic accountsBuild and maintain strong, long-term customer relationships, developing trusted advisor relationships with customer stakeholders and executive sponsors throughout the portfolio heightening Customer Engagement. This includes Customer Contact Mapping to identify and establish new strategic customer contacts to broaden and deepen relationships within a customer’s business and supporting with Strategy Planning and Meeting SchedulesMaintain brick walling and balance sheet methodology for your portfolio and regular reviewParticipate in company training as requestedEnsure any Service Delivery failures/ escalations are managed effectively by the appropriate department, handle complaints and problems in a timely and effective manner, acting as the liaison between customers and internal teamsOversee the efficient Project Management of Customer On-boarding ensuring any new business is on-boarded and invoiced accurately, as quickly as possibleAssist in resolving high-severity requests or issue escalations, as needed to ensure customer satisfactionCollaborate with internal teams to:Lead all commercial discussions and negotiations with the customer, including contractual terms and conditions, rates, reporting and contract duration to maximise the company’s recurring revenue and gross margin for the maximum term possibleEnsure the alignment and accuracy of all customer contracts, rates, billing and CRM data within the company’s systemsFacilitate regular Operations, Service Delivery (CARE) and other internal stakeholder meetings to ensure alignment in servicing and retaining the customer portfolio, and identify, address and pre-empt issues and drive best-in-class
customer service and satisfactionShare a comprehensive knowledge of the customer’s business and industry, as required, across the companyEngage with product specialists in a productive and proactive manner to ensure opportunity winsWork effectively with operations to ensure service engagement and delivery provided is best-in-classEngage and participate across all lines of business and the national sales team, providing lessons, risks and support in a positive, professional manner at all timesAttend and engage in a positive manner – all sales meetings – in a punctual manner with any predetermined requirements for the meeting completedWork proactively with Heads/s of sales to support and mentor less experienced employees. Act like a leader at all times.Engage and participate across all lines of business and the national sales team, providing lessons, risks and support in a positive, professional manner at all timesAct as the product and solution provider all services offered in the market by Iron Mountain, as well as demonstrate a
sound level of Market and Industry knowledgeDrive the Company’s differentiation/value proposition in the customer portfolio and identify customer needs/opportunities for lead generation for growth and collaborate to ensure growth objectives are achievedOwn, create and maintain up-to-date Customer Account Plans for your portfolio, including Account Strategy, and a full organisational structure of each account group to ensure the company is engaged across the entire customers business including sub organisations, sister companies or acquisitionsParticipate actively and professionally in all/any company launched revenue programsPlan for and execute API/ CPI plan for all accountsProactively target vended and un-vended prospects and key competitor accounts to drive and generate new, profitable revenue growth within Australia (AU) and identify global opportunities. Ensure all business is secured at the optimal terms and conditions for the companyOwn your book of business (BoB) value for the period, high retention/growth focus and commitment to meeting agreed
company outcomesEnsure CRM compliance for information, detail, maintenance, all within a timely and accurate mannerEnsure all customer invoicing is accurate and ensure DSO compliance within company guidelinesAccurate and punctual sales reporting and maintenance as requiredAccurate and punctual dashboard/KPI review and update where required in Salesforce and TableauMaintain and escalate a Risk Plan for each customer group within your portfolioProvide accurate and timely pipeline update including areas of probability, value and timeline expectationsProvide accurate and timely revenue forecasts for your portfolio, by line of businessProvide mid term (next 12 months) strategic growth and retention plans by line of business for each account within your portfolio, with progress, next steps, contractual agreement status and risks updated each quarter.Include a timeline and contacts for next stepsPerform all other duties as needed or required to maintain and grow profitable business within the assigned account baseAchieve superior customer feedback and ratings and achieve NPS Relationship targets for response rate and overall
targetComply with safe work practices, the requirements of PD and other directives of the employer to assist with meeting obligations under OHS & E Legislation and the Company’s ANZ OHS&E Management System

The Person

Marketing, Business, or Commercial tertiary qualifications highly regardedA track record of high performance in B2B Account ManagementDemonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-levelExperience in activity-based sales processesExperience in delivering client-focused solutions based on customer needsDiscipline, tenacity with technical aptitude and a high-degree of personal resilienceExcellent listening, verbal, presentation and written communications skillsAbility to generate ideas and solutionsAccount Planning and Account Management skillsConsultative Selling SkillsNegotiation skillsProblem solving skillsAnalytical and financial fluencyProficiency in MS Office and CRM software (e.g. Salesforce)Advanced Negotiation skillsBusiness Planning skillsStrong presence, impact and influencing skills with senior decision-makersStrong teaming, influencing and collaboration skills to gain the commitment and secure alignment of staff who are not direct reportsProven business analysis, proposal development and financial fluencyExcellent time management and planning skills with the ability to prioritise conflicting demandsAbility to effectively present information to diverse groupsExcellent time management and planning skills with the ability to prioritise conflicting needsSupport of all other company agents

Category: Sales