OEM Channel Manager

Iron Mountain; High Offley; On-site; GBP 50,000 - 70,000; Full time

Job summary

A leading records management company is seeking an OEM Channel Manager to manage high-value accounts and drive growth strategies. The ideal candidate will have experience in account management and channel sales within the technology sector. This role emphasizes relationship building and operational stability, with opportunities for professional growth. Benefits include competitive compensation and flexible work options.

Benefits

Competitive compensation

Flexible work options

Health and wellness plans

Professional growth opportunities

Qualifications

• Experience in account management within the technology space.
• History of maintaining revenue while closing upsell opportunities.
• Exceptional skills in relationship management and attention to detail.

Responsibilities

• Serve as the point of contact for high-value OEM accounts.
• Manage the sales cycle for upsell and expansion opportunities.
• Develop Year-over-Year growth strategies for accounts.
• Facilitate Quarterly Business Reviews with partners.
• Resolve operational or contractual issues proactively.

Skills

Account Management

Channel Sales

Strategic Partnerships

Attention to Detail

Strategic Selling

Job description

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. OEM Channel Manager Iron Mountain is seeking a proactive and strategic OEM Channel Manager to serve as the critical interface between us and our established OEM partners. This role is a vital blend of Account Management and Channel Sales/Upselling, primarily focused on maintaining and growing existing revenue streams within our OEM programs. You will ensure the stability of current service offerings while strategically identifying and closing opportunities for annual growth, new product adoption, and expansion.

Responsibilities

• Serve as the dedicated point of contact for assigned, high-value OEM accounts, building deep, operational relationships with their procurement, engineering, and program management teams.
• Manage the end-to-end sales cycle for all upsell and expansion opportunities, from initial qualification through negotiation and final contract closing, to achieve defined growth targets.
• Develop and execute Year-over-Year (YoY) account growth strategies, pursuing opportunities to introduce new versions of existing solutions or integrate additional products.
• Facilitate regular Quarterly Business Reviews (QBRs) focused on operational performance, technical roadmap alignment, and joint success metrics to ensure long‑term stability and satisfaction.
• Proactively identify and resolve operational, technical, or contractual issues that could jeopardize current or future revenue, acting as an internal advocate for the OEM.

Qualifications

• Experience in account management, strategic partnerships, or channel sales, with a demonstrated focus on managing and growing established or strategic accounts within the technology space.
• Proven history of successfully maintaining base business revenue while simultaneously identifying and closing upsell/expansion opportunities.
• Exceptional Account Management skills and relationship persistence, with meticulous attention to detail regarding contracts, forecasts, and program status.
• Strategic Selling expertise, skillful in identifying subtle growth opportunities and articulating compelling business cases for expansion.

Benefits

• Competitive compensation and benefits aligned with experience.
• Flexible work options/alternative work options to support work‑life balance.
• Comprehensive health, wellness, and retirement plans.
• Opportunities for continuous learning and professional growth.