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Director, Inside Sales

2 months ago

Phoenix, United States Iron Mountain Full time

This position is hybrid and will require 3 days per week onsite at our location in Phoenix, Arizona.


Iron Mountain is seeking a Director, Inside Sales to join our Inside Sales team. This person will lead, develop and manage the Inside Sales teams, work closely with Marketing, Business Operations/Sales Support (as well as other business units) and be accountable for retention and new business development in an existing small and medium market customer base.


Additionally, you will be heavily involved in managing new sales development, implementation of Inside Sales solutions and ongoing account management. This role will be responsible for leading the efforts to drive productivity and efficiency improvement across the team through innovation, customer engagement and process improvement. This position reports into the Vice President of North America Inside Sales.


Key Responsibilities:


  • Build a high performing team for now and for the future. Provide overall hands-on leadership to the team by building, motivating, training, coaching and developing a high performing sales team to meet the growing and changing needs of the customer. Drive internal employee culture and engagement.
  • Lead the team and be accountable for pipeline and revenue growth
  • Drive results through empowering and supporting people managers to develop and execute against our ‘Selling the Mountain’ strategy by focusing on a solution selling approach
  • Determine, communicate and manage the critical few KPIs necessary to result in exceeding quota expectations
  • Collaborate with business partners in Sales Operations, Sales Enablement, Marketing and Recruiting to position the Inside Sales team for success and growth year over year
  • Create individual development plans for sales leaders and high potential employees and ensure that appropriate performance management plans are implemented for average and below average performers
  • Work with the product, enablement & marketing teams to develop a compelling inside Sales value proposition in order to maximize Iron Mountain’s share of wallet in existing customers and prospects


Key Accountabilities:


  • Talent and Organization Transformation leadership: highly committed to and passionate about hiring, managing, developing and retaining talented employees in line with the long-term business goals. Creates a high-performance, sustainable team and function that drives the goals and objectives of the organization.
  • Results-oriented: focused on driving key results with a sense of urgency, demonstrating a strong drive to make significant progress. Effectively manage team performance and inspire motivation to deliver outstanding results.
  • Collaborative: support and drive internal team building to get the right people involved at the right time to produce the best outcomes.. Cross-functional collaboration skill-set and excellent executive communications skills. Skilled in navigating and collaborating across a complex organization while effectively managing ambiguity.
  • Customer Obsessed: skilled at qualifying opportunities to ensure IRM solutions precisely match the strategic needs of small and medium-sized businesses. Excels at aligning our offerings with the unique challenges and goals of SMB customers, ensuring maximum value and fit. Strong presentation skills showcasing complex solutions and business case frameworks internally, and in the course of client presentations.
  • Executive Presence: exhibit strong leadership by articulating a clear strategic vision, influencing key stakeholders, and building robust relationships with internal teams. Demonstrate confidence and professionalism in all interactions, effectively communicate complex ideas, and drive sales performance through strategic decision-making and problem-solving.


Qualifications:


  • Inside Sales Leadership experience in a technology-focused solution selling environment
  • Experience of managing through managers and Inside Sales Reps in a target driven, high growth environment
  • Demonstrated experience in working with Business Partners in Sales Operations, Sales Enablement, Marketing and Recruiting
  • Proven track record of exceeding quota requirements as an individual contributor as well as a sales manager
  • 5+ years in a direct selling role
  • Demonstrated ability to drive a positive, competitive and winning culture
  • Create a healthy balance of individual and team collaboration, resulting in a high participation rate in quota achievement across the Inside Sales team.
  • Focus on leading by example and working with the team to win, not through hierarchical leadership only. Taking a “We” approach over an “I” approach
  • Skilled in leading through influence across all teams as well as driving results on own team
  • Continued reputation for being a disrupter by challenging the status quo and executing on new ideas and approaches to result in growth