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.
Enterprise Inside Sales Representative
Position Summary
The Enterprise Inside Sales Representative is responsible for generating net new sales and revenue by engaging large companies within an assigned book of business, which includes both new prospects and existing customer accounts. This role also focuses on transactional opportunities within a shared book of business assigned to field sales. This role requires close collaboration with the field sales team to execute account strategies, maintain strong relationships with accounts, and use a consultative approach to understand and align with the customer’s business goals. Success in this role is measured by consistently meeting and exceeding monthly sales quotas, maintaining high activity metrics, and retaining existing customers, all within a collaborative, team-focused environment.
Position Responsibilities
● Prospect within an assigned book of business, scheduling remote meetings with potential and existing customers, increase the product diversity with existing accounts
● Identify customer needs and match them with suitable solutions, focusing on transactional opportunities under $25k for assigned Enterprise accounts.
● Maintain consistent outreach through outbound prospecting, networking and executing marketing initiatives , SQL follow-up, and pipeline generation, tracking all activities in Salesforce.
● Own the full sales cycle, from lead qualification to deal closure, achieving sales quota targets.
● Partner with key decision-makers to align business strategies and ensure service level expectations. Conduct remote Interactive Business Reviews to assess customer needs and develop tailored solutions.
● Build strong customer relationships to understand business objectives and align Iron Mountain solutions accordingly.
● Lead negotiation processes, ensuring pricing, profitability, and SLA agreements meet both customer and company expectations.
● Manage responses to RFPs, track activity in Salesforce, and stay updated on Iron Mountain products and industry trends.
● Identify and close new sales opportunities, working through Negotiated and RFP sales processes, and collaborating with internal teams for successful contract negotiations
● Re-engage unengaged accounts
● Qualify new logos to convert them into opportunities.
● Collaborate with Account Executives, Sales SMEs, and Operations to drive growth and ensure a positive customer experience.
● Leverage CRM, Salesforce, and social media analytics to enhance sales strategies and drive profitable growth.
● Drive API and renewals.
● Monitor revenue position in the assigned set of accounts.
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Enterprise Inside Sales Representative
Required Skills
● Experience in cold calling, scheduling meetings, and consistently prospecting to fill a sales pipeline, even when it's full.
● Strong ability to ask probing questions to uncover client needs, assess their decision-making process, and ensure they have the right budget and timeline.
● Proven track record of negotiating deals, overcoming objections, and closing sales. Ability to guide prospects through the sales process smoothly and confidently.
● Experience using CRM systems (e.g., Salesforce) to manage leads, track sales activity, and forecast outcomes. Familiarity with social selling tools (e.g., LinkedIn) and video platforms (e.g., Zoom, Teams) for virtual selling.
● Strong interpersonal and communication skills to quickly build rapport, credibility, and trust with decision-makers. Ability to present value propositions clearly and effectively.
● Ability to recover from rejection, maintain momentum, and stay motivated in a fast-paced, target-driven environment.
● Ability to manage multiple prospects and tasks while maintaining attention to detail.
Competencies:
● Qualifying: Accurately assess prospects’ readiness to buy, including decision-makers, budget, and timelines. ● Sales Technology: Proficient in using CRM systems, social selling, and video tools to maximize efficiency. ● Reaches Decision Makers: Confidently engage with decision-makers to ensure impactful conversations and shorten sales cycles. ● Hunting: Proactively prospect for new business and maintain a full sales pipeline
