Preferred Location: East Coast United States
Commercial Excellence, Global Business Partner ALM
We are seeking an experienced Sales and Business Operations Leader with a proven track record in delivering new and improved processes and tools for the international sales organization in order to enable the teams to accelerate performance, revenue and retention.
This position will work closely with the Iron Mountain’s (IRM) ALM upstream leadership, as well as internationally based commercial directors to improve sales effectiveness and efficiency, formulate and execute sales growth strategies, drive accountability through reporting, analytics and data management.
This position is responsible for developing strategic input, project oversight, process improvement and the field facing, tactical execution of Sales and Go To Market Operations at IRM. The role will be focused on meeting the needs of a growing, dynamic and diverse team by driving efficiencies, improvements, and developing models to support rapid growth. A strong, business-minded, results oriented leader who makes data driven business decisions, is comfortable with ambiguity and demonstrates a high level of accountability in a rapidly changing business environment.
This is a high-impact, high-visibility global role with a key accountability to drive commercial success for the Iron Mountain ALM business.
Key Responsibilities:
- Collaborate with ALM commercial leadership to design a go to market strategy, organizational structure, roles and responsibilities, processes, and compensation structure to meet growth ambitions
- Enable and ramp up the Sales Ops team on metrics, analytics, reporting needed to grow the business.
- Develop and/or oversee the implementation of sales strategy and programs for each individual segment, including strategies targeted at improving Iron Mountain’s sales effectiveness as a multi-product/solution oriented company.
- Investigate infrastructure, process, plan gaps to attain revenue goals for years 1, 2, 3. Across divisions, functions, e.g. the Middle Office, to simplify execution and minimize deal friction.
- Collaborate closely with ALM Upstream Commercial Leadership on overall ALM metrics, reporting (sales, marketing, product, support, headcount, finance, etc.)
- Work collaboratively with the broad Commercial Excellence team to drive best practice throughout the sales team to ensure consistent, high quality and repeatable performance, including the continuing optimization of the companies’ sales process(es), planning/goal setting, analytics & performance management, enablement and rewards/recognition programs.
- Identify under-performance and work with the Sales Performance Leader to create improvement plans for sellers on an individual basis.
- Drive best practice throughout the sales team to ensure consistent, high quality and repeatable performance, including the continuing optimization of the companies’ sales process(es), planning/goal setting, analytics & performance management, enablement and rewards/recognition programs.
- Potential to collaborate to develop and design new sales channels (potentially via external partnerships) to achieve long term growth objectives
- Strong collaboration with marketing/demand generation to ensure strategy and processes are in place to efficiently and effectively channel market demand into sales
Functional Knowledge, Skills, and Competencies:
- 10+ years of relevant sales/business operations and strategy formulation experience
- Experience in enterprise, mid-market and SMB sales at a high growth company
- Strong problem solving, organizational and collaboration skills.
- Demonstrates advanced Financial skills and capabilities, especially those related to P&L management, Planning/Analysis and Accounting.
- Prior experience implementing a channel sales model
- Ability to engage and motivate large teams by utilizing excellent collaborative skills and knowing when to yield to improved methods/ideas.
- Detailed understanding of best practice and effective sales processes including sales forecasting, sales force automation, planning, management, reporting, analytics and incentive compensation required.
- Ability to make thoughtful decisions based on rigorous analysis in a timely manner
- A flexible, effective leader and decision maker; whilst managing through ambiguity and chaos.
- Ability to develop long-term strategic vision and set plan to implement
- Ability to effectively design and implement new commercial processes
- Ability to communicate effectively by providing progress and status updates to key stakeholders
- Ability to manage multiple complex projects at one time while meeting all key deliverables
- Ability to understand best in class sales force automation, learning and marketing technologies
- Ability to build strong relationships
- Experience building and leading a high performing team
- Track record of excellence