Customer Success Manager

1 week ago

Harrisburg, Pennsylvania, United States Iron Mountain Inc Full time


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.

Job Summary

Supports and manages the post-sales customer lifecycle with Healthcare and Life Sciences segment accounts. This includes ongoing assistance, customer renewals, product improvements, up- and cross-selling to maintain customer loyalty and customer satisfaction.

Tracks customer performance, making the customer continuously engaged with the product and making the products to be harnessed to the maximum.

Facilitates a smooth customer on-boarding process, ensuring a easy introduction for the Customer from the outset. May train customers so they can optimize their activities using the product.

Relationship Management:

  • Build and maintains customer relationships to understand the organizational business objectives and goals. Partner with key customer decision maker(s) to structure partnership (s) strategy as it relates to customer requirements (new sales opportunities, service level expectations, training of IM solutions, QBR/FBR structure/timetable,).
  • Ensure frequent, tactical communication to enable superior customer satisfaction and to keep customer educated on emerging industry trends related to customer's organizational information management needs. Employs appropriate methods of persuasion when soliciting agreement.
  • Proactively uncover additional contacts and key decision makers through the use of SFDC, internet and other tools. Assist the sales team with producing and managing proposals/quotes creation of PA Models, SOWs, and account plans.

Business Opportunity:

  • Primary attachment is to Low Share of Wallet accounts - driving the "wake-up" opportunity.
  • Assess assigned customer's current and potential needs, determining appropriate Iron Mountain products and solutions.
  • Responsible for development strategies and business plans through understanding the clients; business model, planning and decision making channels from understanding the customer's value proposition and ability to explain how they differentiate themselves in the marketplace.
  • Assists in the positioning of alternative ways of creating the real value of IRM's total solution offerings for clients through their relationship and customer support.
  • Research of account status to prepare for contract negotiations. Responsible to assist in the Renewal and execute on the Renewal process when needed.
  • Keeps abreast of the competitive environment and impact on National/Vertical accounts.

Contract Renewals and Negotiations:

  • The Customer Success Manager (CSM) partners with the BDE and the customer on renewals and work through any RFP process by identifying gaps in current contract in place and understanding customer needs in order to successfully renew the contract.
  • Negotiate pricing and SLA as appropriate to drive customer retention strategy, perform customer needs and service analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, and contribute to RFP responses - responsible to identify through relationships and reporting accounts that are at risk to terminate and drive strategy to retain those accounts.

Customer Experience and Escalations:

  • Responsible for researching escalated service and billing issues to ensure all appropriate actions by other parties are being taken to resolve issue.
  • Execute customer ad-hoc requests such as reports, audits, and tours working with the appropriate internal teams (i.e. RM/DM/SS Field Operations, Sales Support, Customer Care) to ensure that customer and/or prospect requirements are resolved in accordance with service level agreements, performance metrics and/or expectations.
  • Save accounts at risk and defining possible solutions to customer issues to lead to retention.
  • Ensure compliance with Federal, State and Local laws, as well as, Iron Mountain policies and procedures.
  • Stay informed of trends and changes in Records/Information/Data Protection Industry.
  • Develops and records individual performance goals and objectives.
  • Maintain working partnership with Markets, Area and Corporate teams.

Qualifications:

  • This role is required to have general business acumen and understand IM's solution offerings and its competitive environment.
  • This role requires a deep understanding of IM's services, programs, workflows, systems and processes across all lines of business and an understanding of the procedures of other departments.
  • 4 year college degree required

US :

Iron Mountain is an equal opportunity employer, and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, marital status, age, sexual orientation, disability, veteran status or other legally protected classifications under applicable federal, state, or local laws in making employment decisions.


CAN :

Iron Mountain Canada Corporation ("Iron Mountain") is an equal opportunity employer and employs qualified individuals based upon job-related qualifications regardless of race, religion, colour, sex, national origin, age, disability, sexual orientation, or any other status protected under applicable provincial, federal, or local law.


Ontario :

Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities.

Accommodations are available on request for candidates taking part in all aspects of the selection process.

Category:
Sales

Iron Mountain is committed to a policy of equal employment opportunity.

We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.

To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE

Requisition:
J0073381

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