Strategic Large Deals Executive

Iron Mountain; Sydney; Hybride; AUD 250 000 - 420 000; Plein temps

Avantages offerts par ce poste

Hybrid working model

Global brand & impact

Employee wellbeing & support

Résumé du poste

Iron Mountain seeks a strategic Large Deal Seller to lead and architect Australia’s highest-value enterprise transactions. This role is consultative rather than cold-outbound, partnering with frontline sellers to qualify, strategize, and win multi‑service opportunities.

You will marshal multidisciplinary teams, craft compelling financial business cases for C‑level executives, and manage complex commercial negotiations from qualification to close in a hybrid work model.

Qualifications

• 10+ years of enterprise deal leadership across B2B technology services, 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 pricing, margins, and ROI/TCO modeling experience.
• MEDDICC or formal qualification frameworks experience.
• Exceptional matrix leadership and collaboration with account teams and procurement committees.

Responsabilités

• Lead Complex Pursuits on high-value enterprise opportunities identified by account teams.
• Co‑Sell & Orchestrate with matrix teams including solution architects, pricing analysts, delivery leads, and legal counsel.
• Build executive business cases with ROI and TCO analyses for CFOs/CIOs/ CROs.
• Structure innovative commercial pricing and transition strategies for physical to digital estates.
• Drive commercial closure and ensure smooth handovers to delivery and client success teams.

Connaissances

Enterprise deal leadership

MEDDICC methodology

Multi-million-dollar deals

Pricing mechanics

Executive stakeholder management

Formation

Tertiary qualifications in Business

Commerce

Law

Information Technology

Description du poste

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 our dedicated Resources portfolio across Western Australia.
• Employee Wellbeing & Support: Access to our comprehensive Employee Assistance Program (EAP), corporate wellness initiatives, and paid parental leave policies.

Category: Sales