Vice President, Financial Services Vertical Sales Leader – Global Industries

Iron Mountain
Vice President, Financial Services Vertical Sales Leader – Global Industries London , United Kingdom Apply Now

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. 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.

The Opportunity

The VP, Global Industries – Financial Services Vertical Sales Leader is recognized as the leading sales strategist and business expert responsible for the overall success of the Financial Services (Banking & Insurance) vertical industry, including end-to-end ownership of the verticals revenue and growth. With a highly sophisticated understanding of customer needs, technology and competitor offerings this position will drive the digital strategic account strategy collaborating with all of the resources required to succeed while representing the entire range of IRM’s emerging portfolio of technology products and solutions.

As an experienced leader, the role will build lasting executive level relationships with our clients to align their strategic priorities with our Iron Mountain solution suite and enable both the client’s and Iron Mountain’s growth. Success will ultimately be measured and rewarded by clearly defined key performance measures that include quota attainment, account revenue & margin growth, and customer satisfaction, retention and loyalty.

Role & Responsibilities

Expand strategic relationships with top global Banking and Insurance partners through the orchestration and execution of strategic account strategies, built on deep understanding of our customers’ business priorities, market trends, and Iron Mountain’s competitive advantages

Establish trusted advisor status with client’s senior executives, through development and presentation of value-add solutions, driving growth and mind share

Ensure coordinated execution of cross-functional internal teams to maximize global storage and services revenue, while driving growth across Iron Mountain’s core offerings and growing portfolio of technology solutions

Qualify opportunities, lead the strategy and quarterback the execution of transformative and dial-moving deals, including pricing and contract negotiations; will also include coordinating and collaborating with the customer and our internal solution architecture and product engineering teams to design and implement a winning solution meeting the customer’s needs

Continued formal and informal training and development of solution selling skills, product knowledge and keeping abreast of emerging industry trends

Maintain significant knowledge of customer’s business trends, current macro and micro economic climate, competitive awareness, legislation, market intelligence and potential new business ideas to exploit growth opportunities and provide long-term strategic direction

Strategic oversight of the coordination of internal resources for key account maintenance activities includes business reviews, and leading successful contract renewals

Results-oriented: maximizing the business (Revenue and Margin) within the account; bent on growth; self-motivated and proactively seeking new opportunities with an urgency to move the market quickly

Executive Presence: creating new and strengthening existing executive level relationships to deeply understand motivations and preempt competitive inroads; coordinate the account team appropriately. Ability to create and maintain formal and informal networks

Collaborative: internal team building to get the right people involved at the right time to produce the best outcomes; lead planning sessions that identify, qualify, position and close large strategic, transformative technology-based solution deals

Cross-functional, regional collaboration skill-set and excellent executive communications skills. Ability to navigate and collaborate across a large global organization and deal with ambiguity

Program Management: working with the account management team, organizes the process to capture new Revenue from the customer; organize the cross-functional plan, the team required, and ensures things are done to completion. Build accountability into every plan, from the account plan to individual projects

Customer Centric: expert at opportunity qualification in order to validate “fit for purpose” application of IRM’s offerings against defined customer strategic requirements. Strong presentation skills displaying complex solutions and business case frameworks internally, and in the course of client presentations

The Ideal Candidate Characteristics & Credentials / Business Expertise

15+ year’s technology sales and sales leadership experience, positioning BPM and digital solutions across large, complex Financial Services accounts (predominantly Banking & Insurance), with a proven record of accomplishment

Proven experience and success selling large technology based solutions related to BI, Analytics, Electronic Content Management, Information Management, Business Process Management, Process Automation or other related software and services

Experience selling Cloud integrated solutions with an emphasis on Software as a Service related to the technology services mentioned above

Understanding of general regulations and standards related to digital information management, security and privacy including SOC, ISO, NIST-800, GDPR,CCPA, PCI DSS, COPPA, FRCP and DPA as well as vertical specific regulations, based on account assignments, such as HIPAA, HITECH, SOX, Sarbanes Oxley, GLBA,FFIEC, NERC etc.

High-level understanding of modern application deployment including service oriented and API driven architectures

High-level understanding of data management best practices including data security, protection and lifecycle management for both structured and unstructured data

Proven history of establishing and developing strong partnerships with VP/SVP/EVP/CEO level contacts

Expertise working in the Financial Services Sector with a strong bias around Banking and Insurance.

Experience as strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customer

Experience working across all levels of a highly matrixed global organization

Bachelors in Business Administration or related field required, MBA preferred

Iron Mountain Incorporated, founded in 1951, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world in approximately 50 countries, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts.

Providing solutions that include information management, digital transformation, secure storage, secure destruction, as well as data centers, cloud services, and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a digital way of working.

Our Cores Value s and Code of Ethics are our north star. They provide a solid base for how we do business and behave every day, so each one of us can experience exceptional.

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.

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

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