Strategic Accounts Director

 

The employer

Iron Mountain is a pre-eminent provider of information management solutions. Established in the USA sixty years ago, it is now active in over 2000 locations in 58 countries worldwide. It is listed on the S&P500 index, and also on the FTSE4Good index of ethical companies. The company employs about 24,000 people. 2020 revenues were in excess of $4Bn, and there is a clear strategy to increase this to $10Bn within the next 3-4 years. Over 95% of Fortune 1000 companies use Iron Mountain to manage their data.

The company was originally conceived as an archiving company, providing secure storage and destruction of physical data assets such as paper, microfilm and audio recordings. The company has been technologically innovating and expanding since the 1980’s, and is now increasingly active in areas such as document management (both paper & electronic), managed document services, information governance, digitization and cloud services.

These developments have also motivated the adoption of a new Route to Market – the creation of a Major Global Accounts strategy and organisation is now well-advanced. The role of Strategic Accounts Director will be a crucial contributor to the company’s success in the area of Banking & Financial Services.

The opportunity

  • In this role, you will be strongly focussed on organic business growth, and will be the primary contributor to the overall success of the largest strategic clients within the Polish financial services sector.

  • You will own all client’s revenue and margin growth, and will create and drive the strategic account strategy.

  • You will build lasting executive level relationships that enable you to meet and exceed clearly defined KPIs such as:

    • Quota attainment

    • Account revenue

    • Customer satisfaction, retention & loyalty

The basics

Reports to: GM Global Financial Services & Insurance

Location: Negotiable, within easy access to headquarters of assigned accounts & prospects (Frequent travel may be required)

Subordinates: None (directly)

Colleagues: Strategic Account Directors (other geographies); Strategic Account Directors (other verticals); Global Account Managers; Global account Representatives; Business Development Executives

Key activities

  • Sales and business development at the most senior levels within the assigned vertical/geography

  • Directly responsible for account revenue and margin growth for all products within assigned accounts

  • Acts as a leader within a global matrix to ensure delivery of an optimal customer experience across all functions (including Account Management, Sales and Services teams, Operations, and Marketing)

  • Orchestrates and executes strategic account strategies

  • A recognised thought leader who holds a trusted advisor status with senior executives within the target market

  • Drives growth & market share through the development & presentation of winning value-added solutions

  • Initiates, organises and drives transformative business deals

  • Leads successful pricing & contract negotiations

Qualifiers

  • Results-oriented:

    • Self-motivated

    • Proactive

    • Sense of urgency

    • Customer-obsessed

  • Executive Presence:

    • Creates new and strengthens existing executive level relationships

    • Coordinates the account team

    • Creates & maintains formal and informal networks

  • Collaborative:

    • Builds teams that get the right people involved at the right time to produce the best outcomes

    • Fosters new and useful ideas

    • Cross-functional

    • Can navigate and collaborate across a large global organization and deal with ambiguity

  • Expert at opportunity qualification; strong presentation skills

  • 10+ years’ technology sales experience

  • Ideally experienced at positioning Business Process Management and digital solutions across large, complex accounts 

  • Proven history of establishing and developing strong partnerships with VP/SVP/EVP/CEO level contacts within Fortune 500 clients or similar

  • Expertise and strong contact network within Financial Services

  • Excellent written, oral and presentation skills

  • Excellent communication, negotiation & influencing skills

  • Confident operating within a complex, international “matrix” organisation

  • Strategic mindset with “helicopter view”

  • University degree

  • Fluent Polish and English

Next steps

To find out more about this exciting opportunity, please contact David Bentley (+420 602 292 060) today for an informal and confidential discussion.