Senior Business Development Manager

6 days ago

Richmond, Virginia, United States Iron Mountain Inc Full time
Job Title: Senior Capture Manager

Iron Mountain is seeking a seasoned Senior Capture Manager to join our Public Sector team. As a key member of our business development team, you will be responsible for driving pre-sale/pursuit activities for large-scale opportunities in the US Public Sector.

Key Responsibilities:
  • Lead critical capture activities, including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.
  • Develop and implement capture plans, working closely with sales representatives, account management, and cross-functional teams.
  • Participate in the identification, qualification, and prioritization of an opportunity pipeline with sales representatives and account management.
  • Lead and integrate cross-functional teams and direct team activities for the duration of the pursuit.
  • Prepare and lead milestone/gate reviews, and other reviews as required.
  • Establish schedules to accomplish required capture activities between reviews.
  • Lead and coordinate competitive assessments, determining the strengths and weaknesses of Iron Mountain and potential competitors.
  • Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission-critical problems, and the opportunity.
  • Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal.
  • Identify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructure.
  • Develop, coordinate, and execute appropriate approvals with executives.
  • Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.
  • Provide additional leadership and expertise in other new business matters, including strategic planning, competitive intelligence, and market analysis.
  • Conduct win/loss analysis, including capture process improvements for opportunities.
Requirements:
  • 8+ years of experience in delivering positive business outcomes in Government market segments (federal, state, local government, and education sectors).
  • Strategic capture experience (deals over $25M), successfully leading the capture of systems, solutions, and services.
  • Experience in the information technology industry (cloud, SaaS, storage).
  • Ability to think critically, solve problems, and be a strong team player who fosters collaboration.
  • Strong organizational skills and strong verbal and written skills.
  • Proven track record of leading teams or large programs.
  • University/college degree required; Master's degree desirable.
  • Security Clearance an asset.
What We Offer:
  • Competitive Salary (DOE) + Bonus Program.
  • Comprehensive Benefits Package.
  • Paid vacation, paid holidays, paid sick/personal time.
  • Tuition Reimbursement.
  • 401K with company match.
  • Employee Stock Purchase Program.
  • EAP - Employee Assistance Program.

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers' assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts.

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics.

Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to. See the Supplement to learn more about Equal Employment Opportunity.

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.

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