Strategic Large Deals Executive

Clutter; Melbourne; Hybrid; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid working model

Global brand & impact

Competitive total rewards with uncaps

Job summary

Iron Mountain is seeking a seasoned Strategic Large Deal Seller to architect and close high-value enterprise opportunities across Australia. You will lead cross-functional pursuit teams, apply MEDDICC qualification, and craft compelling business cases for CFOs and CIOs.

You’ll collaborate with frontline sellers, pricing analysts, delivery leads, and legal counsel to shape unified propositions, drive negotiations, and ensure a smooth handover to delivery and client success teams.

Qualifications

• 10+ years leading enterprise deals.
• Experience closing multi-million-dollar ($3M–$10M+ TCV) enterprise transactions.
• Strong pricing mechanics, margin structuring, and ROI modeling.
• Experience applying MEDDICC or similar qualification frameworks.
• Proven matrix leadership and collaboration with account owners and procurement committees.

Responsibilities

• Lead complex pursuits on high-value enterprise opportunities.
• Co-sell and orchestrate cross-functional teams (solution architects, pricing analysts, delivery leads, legal counsel).
• Build executive business cases and ROI models for CFOs/CIOs/CROs.
• Structure innovative commercials and pricing to balance affordability and profitability.
• Drive commercial closure and ensure smooth handovers to delivery and client success.

Skills

Enterprise deal leadership

MEDDICC framework

Pricing & TCO modeling

Cross-functional leadership

Contract negotiations

Education

Tertiary qualifications in Business, Commerce, Law, IT

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.

Iron Mountain is seeking a seasoned Strategic Large Deal Seller to lead and architect our highest-value enterprise transactions across Australia.

This is not a traditional cold-outbound hunting role. Instead, you will act as a consultative deal architect and pursuit leader, partnering directly with our frontline enterprise sellers once high-potential opportunities are identified. Stepping in at the critical qualification and strategy phase, you will marshal multidisciplinary teams, craft compelling financial business cases for C-level executives, and guide complex, multi-service pursuits across the line.

What You’ll Do

• Lead Complex Pursuits: Take the lead on qualified, high-value enterprise pursuits introduced by account teams. Apply disciplined qualification frameworks (such as MEDDICC) to establish win strategies, deal governance, and structured closing roadmaps.
• Co-Sell & Orchestrate Teams: Partner shoulder-to-shoulder with frontline sellers while directing internal matrix teams including solution architects, pricing analysts, delivery leads, and legal counsel to shape unified enterprise propositions.
• Build Executive Business Cases: Facilitate deep-dive discovery to uncover customer operational pain points, quantify total cost of ownership (TCO), and build ROI models that satisfy CFOs, CIOs, and Chief Risk Officers.
• Structure Innovative Commercials: Design creative commercial pricing structures that balance customer affordability with long-term profitability, managing the economics of transitioning physical records estates into digital and automated environments.
• Drive Commercial Closure: Lead commercial and contract negotiations under tight execution windows, securing operational buy-in and ensuring smooth handovers to delivery and client success teams.

What You’ll Bring

• 10+ years of enterprise deal leadership across B2B technology services, Tier-2 managed service providers (MSPs), systems integrators, or strategic consulting.
• Proven track record shaping, negotiating, and closing multi-million-dollar, multi-service enterprise transactions ($3M–$10M+ TCV).
• Strong financial and commercial acumen, with hands-on capability in pricing mechanics, margin structuring, and TCO/ROI business modeling.
• Methodology expertise in MEDDICC or formal opportunity qualification frameworks.
• Exceptional matrix leadership and EQ, with a natural ability to collaborate seamlessly with existing account owners and navigate complex enterprise procurement committees.
• Tertiary qualifications in Business, Commerce, Law, Information Technology, or a related discipline are highly regarded.

What We Offer

• Competitive Total Rewards: Attractive base salary, uncapped incentive/commission structure, and superannuation.
• Work-Life Balance & Flexibility: Hybrid working model balancing client engagement, site visits, and remote/home flexibility.
• Continuous Growth & Development: Access to global enterprise sales frameworks, structured leadership pathways, and continuous professional learning opportunities.
• Global Brand & Impact: The opportunity to represent an S&P 500 global leader and shape the growth of the region.
• Employee Wellbeing & Support: Access to our comprehensive Employee Assistance Program (EAP), corporate wellness initiatives, and paid parental leave policies.

Category: Sales