Strategic Large Deals Executive

Iron Mountain Incorporated; Melbourne; Hybrid; AUD 250,000 - 420,000; Full time

Benefits offered by this job

Base salary with uncapped incentive

Hybrid working model

Global brand and career growth

Job summary

Iron Mountain Incorporated is seeking a seasoned Strategic Large Deal Seller in Australia to lead high-value enterprise pursuits. You will collaborate with frontline sellers, marshal matrix teams, and craft compelling business cases for executives.

The role emphasizes MEDDICC-based qualification, structured deal governance, and commercial leadership across multi-service engagements, including pricing strategy and contract negotiations.

Qualifications

• 10+ years of enterprise deal leadership across B2B technology services, MSPs, SI, or consulting.
• Proven track record in negotiating and closing multi-million-dollar, multi-service enterprise transactions.
• Strong financial and commercial acumen with pricing, margins, and ROI modeling.

Responsibilities

• Lead complex, high-value enterprise pursuits with account teams.
• Coordinate internal matrix teams to shape unified enterprise propositions.
• Build executive business cases with TCO/ROI analyses for CFOs and CIOs.
• Design innovative commercial pricing structures balancing value and profitability.
• Lead negotiations and ensure smooth handovers to delivery teams.

Skills

Enterprise deal leadership

MEDDICC

Pricing & TCO modeling

Cross-functional leadership

Education

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 Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts.

Take a look at our history here.

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics.

Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to [e-mail].

See the Supplement to learn more about Equal Employment Opportunity.