Director - North America - Regional Strategic Partners and Channel Alliances

Found in: Talent US C2 - 2 weeks ago

Auburn, United States Iron Mountain 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 stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Background: 

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. We protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change.

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.

Job Summary: 

Iron Mountain is looking for an experienced and dynamic partner and alliances sales leader to oversee a dynamic team of Partner and Alliance Managers across North America. Reporting to the VP of North America Digital Sales, the Regional Director of Channel and Alliance Partners will create, develop, and manage Iron Mountain’s global partner and channels strategy with Cloud Service Providers, Consulting Partners and SI Partners to drive revenue growth in the markets we serve. This leader manages and influences positive business outcomes for our Customers and the Iron Mountain and Cloud Service Provider partnership. The ideal candidate is an experienced, highly motivated leader with a track record of success in the global technology and services industry. 

The ideal candidate should have a strong technology and software sales background, a proven track record of success in partner sales and marketing, and past experience developing and executing strategic business plans. The successful candidate will possess strong experience in building and managing partner relationships, developing and delivering successful go-to-market strategies, and driving revenue growth through global channel and alliance partnerships. The Regional Director of Channels & Alliances should also have a proven track record of successfully leading a team, and the ability to lead and inspire cross-functional teams.

KeyResponsibilities: 

Act as the primary point of contact for IRM’s senior-level relationships with partners in the NA region

Establish and maintain IRM’s North America partner ecosystem and deepen senior-level relationships across our partners’ organizations

Develop annual roadmaps, strategy, and partnership opportunity pipeline with internal stakeholders to drive growth

Develop and execute joint go-to-market (GTM) strategies to identify and drive new sales opportunities with partners

Build strong relationships with business clients across key industries by attending industry and partner events, conferences and workshops 

Participate in reviews of pipeline, deals and forecast with the direct business team and report to the wider business

Actively structure, negotiate, execute and manage new and existing Alliances partner contracts

Partner with IRM’s commercial and Digital sales leads to jointly develop customer account plans and identify regional partnership opportunities to win new business

Partner with Sales Enablement to review current partner coverage and GTM activities to ensure IRM sellers and partners are enabled to be successful

Collaborate with Product Marketing to build and own GTM activities with our partners that promote joint solutions and grow market share through these relationships

Requirements:

Bachelor’s Degree in Business, Marketing, or related field

10+ years’ experience in business development, technology sales, alliance management, or related field

Ability to inspire and lead cross-functional teams to bring a mission, a vision and a sense of purpose of what success looks like.

Excellent ability to partner both externally and internally. Team player with the ability to successfully operate independently and collaborate closely with Alliances teammates and colleagues across global regions, various business lines and functions

Strong relationship management and ability to influence internal stakeholders and external decision makers

Existing network and relationships in the partner ecosystem with a strong understanding of KYC client onboarding and data requirements

Ability to build relationships with and influence executive-level decision makers

First-class negotiation skills with the ability to obtain the best possible terms with our Partners.

Outstanding written, verbal communication and presentational skills with experience in dealing with C-level

Ability to act as a trusted leader across all business teams to support the strategy, negotiation and execution of enterprise agreements

Bonus: experience in a fast growing, agile Technology / SaaS company

If you are an experienced leader with a passion for developing and executing successful strategic business plans, this is the perfect opportunity for you to join a fast-paced and rapidly growing company. We look forward to hearing from you

Location: Remote, USA

Travel Requirements: 20-30% travel needed

Category: Sales

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