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 story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.
Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you’ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you’ll be part of a global workforce that embraces the differences among us. And here, we’ll encourage you to climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can’t wait to hear about YOU.
Overview
The Senior Consultant, Partnerships, is responsible for developing and executing a strategic partner strategy across cloud providers and Consulting/System Integrator (SI) ecosystems. Iron Mountain is uniquely positioned, with its core Digital Business offerings available on all three leading cloud platforms—AWS, Google Cloud Platform (GCP), and Microsoft Azure—empowering a truly customer-centric approach that supports flexibility and choice based on customer preferences.
Leveraging this flexibility, the role focuses on driving revenue growth, strengthening strategic alliances, and delivering measurable business value for customers, Iron Mountain, and its cloud partners.
With shared accountability for the long-term success of cloud partnerships, the Senior Consultant plays a key role in lead generation, qualification and advancement of opportunities, and serves as a subject matter expert to the Iron Mountain sales organization. Responsibilities also include coordinating joint sales activities and overseeing partner relationship management.
The ideal candidate brings deep knowledge of the cloud ecosystem, SaaS industry, artificial intelligence and machine learning (AI/ML), and intelligent document processing. A strong background in partner-led sales and marketing is essential. This role also collaborates closely with the Digital Business Unit sales teams to uncover new revenue streams and leverage partner incentive programs to accelerate pipeline velocity and deal closure.
Responsibilities
Develops and executes business plan to create incremental pipeline through Cloud Partners, identifies opportunities with Iron Mountain and Cloud Partners through Account Strategy and GTM activity.
Develop and maintain exceptional client relationships that cross many verticals, including Financial Services, Healthcare and Life Sciences, Media and Entertainment, Public Sector
Build, leverage and communicate Iron Mountain/Cloud Partnership benefits to key stakeholders within Iron Mountain, focus on the strategic nature of the relationship to build long-term value and sustainable success for both Iron Mountain and Cloud Partners.
Direct and influence lead generation activities to generate pipeline, align with Sales teams on GTM plays to ensure alignment on goals by providing updated business plan(s) and sharing of best practices across regions.
Develops and manages joint Inside/Field Sales processes with the Iron Mountain and Cloud seller teams, collaborates with Iron Mountain and Cloud teams to organize joint sales calls.
Collaborates with Iron Mountain and Cloud Sales Organizations in support of sales campaigns, proposals and closure. Drives team mindshare through regular communication (win stories etc.) and relationship cadence.
Enable sales teams (Iron Mountain and Cloud Partner) on GTM plays by providing both teams with the relevant knowledge in terms of sales, presales and technical knowledge to effectively grow Cloud Partner SaaS revenue.
Provides forecasting and account opportunity visibility into Iron Mountain SFDC tracking pipeline action/priorities on a regular basis with stakeholders.
Works closely with the Product Marketing, Presales and Product Management teams to develop structured marketing and enablement plans as part of the overall business plans for execution. Manage Iron Mountain /CSP Partner engagement escalations and conflicts
Key Skills, Requirements and Competencies:
5+ year’s technology sales experience, positioning SaaS and digital solutions across large, complex accounts, with a proven record of accomplishment
Deep experience in coselling with Cloud Partners including AWS, Google Cloud and MS Azure teams
Exceptional proven sales success working directly with Customer decision makers and key stakeholders
Enthusiastic, inclusive, positive, highly energetic.
Domain Expertise in one (or more) of the following sectors; Financial Services, Energy, Technology or Life Sciences.
Experience as a strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customers.
Experience working across all levels of a highly matrixed global organization.
Strategic mindset and highly consultative approach to partnering with internal and external teams
Travel:
Travel Requirements: Up to 35%
Category: Sales
Category: Sales
