Head of MENAT Commercial Sales

Iron Mountain Incorporated; United Arab Emirates; On-site; AED 200,000 - 300,000; Full time

Job summary

A global information management company is seeking a Head of MENAT to drive commercial sales leadership and revenue growth in the MENAT region. The role requires a strategic approach to maximize upsell and cross-sell opportunities while leading sales teams, developing customer engagement plans, and ensuring key performance metrics are met. The ideal candidate will have over five years of sales leadership experience, strong presentation skills, and the ability to travel frequently within the MENAT region.

Qualifications

• At least 5 years of sales experience, with the last 5 in sales leadership.
• Fluent in sales measurements and KPIs that drive sales performance.
• Experience selling and negotiating at executive level in complex B2B sales.

Responsibilities

• Responsible for overall bookings and revenue growth in MENAT region.
• Lead the broader sales teams and ensure implementation of growth strategies.
• Develop and implement strategies for gaining customer trust and engagement.

Skills

Sales leadership

Results-oriented

Executive presence

Customer obsessed

Collaborative

Education

Bachelor’s Degree in Business or related field

MBA

Tools

CRM proficiency

Job description

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.

Job Description

The Head of MENAT is responsible for overall commercial, sales leadership and revenue growth for the MENAT portfolio for all of GRO including Records Management, Digital and ALM. The leader drives all commercial & sales efforts while overseeing the management of business development operations and strategy execution. The role is responsible for key sales activity metrics (Bookings, Pipeline, Pipe creation, Revenue etc) while collaborating with the rest of the organization to ensure that the segment financials & growth targets are met or exceeded.

Key Responsibilities / Accountabilities

• Responsible for the overall bookings & revenue growth through a strategic approach to maximize upsell, cross-sell, and net new opportunities.
• Leads the broader sales teams in the segment by setting challenging but equitable targets and books of business, develops and implements motivational tools, discusses career-path related opportunities, and works with Sales Directors to ensure our Matterhorn growth vision & strategies are implemented.
• The Commercial leader will form and drive the Segment strategy collaborating with all of the resources required to succeed. Works closely with the Marketing, Sales Ops and IST to increase our Market share.
• Collaborate with other teams (Marketing, Sales Enablement, External Advisors) to understand customer needs and build compelling and distinctive solutions that drive value for IRM and the client. Ensure that the team's account plans address advanced scenario planning including impacts resulting from changes in the customer's business strategy, product development pipeline, and M&A.
• Provide overall hands‑on leadership to the team by building, motivating, training, coaching and developing a highly effective commercial team to meet the growing and changing needs of the customer. Lead the team as we embed a solution selling culture, build higher‑level relationships through rigorous opportunity and Account Planning with our customers and seek to understand their challenges.
• Regularly assess business development plans, quarterly business reviews, contracts and reporting, gain an understanding of the key players in our global client relationships.
• Develop and implement a plan for gaining deeper trust and engagement of senior / executive management for both our clients and ourselves. Acting as the voice of the customer within the region, ensure proper customer service levels are maintained and we exceed customer expectations.
• Function as senior liaison within sales, solutions, implementation and delivery/ ongoing customer support functions to manage, elevate and resolve issues as appropriate. Define the goals for customer service levels and work.
• Ensures Iron Mountain contract standard procedures are applied and maintained.
• Ensures consistent execution of the Iron Mountain sales process via opportunity creation metrics and sales stage advancement results.
• Maintains best practices for the team and showcases what good looks like both internally and externally. Ensure consistent, timely, and high quality management reporting requirements as outlined by the EVP of Commercial.
• Executes recruitment and training strategy and follows processes in place to attract and maintain sales talent. Routinely interacts with and consults with HR Leadership for all activities across the talent management spectrum as relevant for the segment.
• Works with Finance to drive selling expenses to conform to budgetary requirements.

Experience

• Bachelor’s Degree – Business degree or related field; MBA a plus
• At Least of sales experience, last 5 years in sales leadership
• Fluent in sales measurements and KPIs that drive sales performance; including lead and appointment generation, proper pipeline building, sales pipeline velocity, sales forecasting, bookings to billings ratios, and deal close ratios.
• Experience selling and negotiating at executive level in complex sales cycles to B2B clients
• Strong presentation and written communication competencies; CRM usage and computer proficiency a benefit
• Based in MENAT region, ability to travel at least 50%+ per week and month

Skills and Competencies

• Results‑oriented: focused on driving key results with urgency to move the market quickly, shows drive and manages performance in the team. Motivates the team to get great results.
• 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.
• Talent and Organization Development: highly committed to and passionate about hiring, managing, developing and retaining talented employees within their immediate team. Creates a high‑performance, sustainable team and function that drives the goals and objectives of the organization. Mentor the work of less experienced personnel enabling the strategic accounts organization.
• Collaborative: support and drive internal team building to get the right people involved at the right time to produce the best outcomes; lead planning sessions that foster new and useful ideas. Cross‑functional, regional collaboration skillset and excellent executive communications skills. Ability to navigate and collaborate across a large global organization and deal with ambiguity.
• Customer Obsessed: expert at opportunity qualification in order to validate “fit for purpose” application of IRM’s offerings against defined customer strategic requirements.
• Strong presentation skills showcasing complex solutions and business case frameworks internally, and in the course of client presentations.