Senior Account Executive, Enterprise Accounts - Legal

Iron Mountain; Massachusetts; Remote; USD 80,000 - 120,000; Full time

Job summary

A leading company in records and information management seeks a Senior Account Executive to drive sales within the legal vertical. The role involves building customer relationships, assessing needs, and developing strategic account plans to achieve revenue growth. Ideal candidates will have strong negotiation and communication skills, with a proven track record in sales processes and solution selling. This position offers remote work flexibility and opportunities for professional development.

Qualifications

• 4+ years of experience selling into the legal vertical.
• Ability to influence and negotiate by aligning insights with customer priorities.

Responsibilities

• Drive new sales and revenue from prospective and existing accounts.
• Build customer relationships through strategic conversations.
• Maintain a pipeline to meet and exceed sales quotas.

Skills

Negotiation

Communication

Strategic Account Management

Sales Processes

Solution Selling

Analytical Skills

Presentation Skills

Interpersonal Skills

Education

Bachelor's Degree

Job description

At Iron Mountain, we understand that work done well makes a positive impact on our customers, employees, and the planet. We seek smart, committed individuals to join our team. Whether starting your career or seeking a change, explore how you can elevate your work with us.

We offer expert, sustainable solutions in records and information management, digital transformation, data centers, asset lifecycle management, and fine art storage and logistics. We partner with over 225,000 customers worldwide to preserve artifacts, optimize inventory, and protect data privacy in innovative, socially responsible ways.

If you're curious about contributing to our growth and developing your skills in a welcoming culture, let's start a conversation.

The Senior Account Executive will drive new sales and revenue from prospective and existing accounts within a designated vertical. Responsibilities include selling solutions through prospecting, networking, marketing initiatives, and account planning to expand Iron Mountain’s presence, resulting in revenue growth and quota achievement.

Responsibilities

1. Assess customer needs to determine suitable Iron Mountain products and solutions. Develop and implement strategies based on understanding the client's business model, decision-making channels, and value proposition. Highlight IRM’s strengths, competitive pricing, and customer satisfaction to create value.

2. Build customer relationships through strategic conversations, understanding organizational goals, and influencing stakeholders, including channel partners. Communicate industry trends and employ persuasion techniques to ensure satisfaction and educate clients.

3. Develop new client relationships, expand existing ones, and create strategic account plans leveraging customer knowledge and organizational resources. Maintain a pipeline to meet and exceed sales quotas, manage responses to RFPs, track activities, forecast, and research competitors.

4. Participate in industry associations, trade shows, and review whitepapers to stay current on market trends and customer business environments, identifying new opportunities.

5. Lead negotiations for final account sales, ensuring timely, profitable outcomes aligned with SLAs. Identify and close new opportunities, coordinate resources, and support special projects within accounts.

6. Collaborate with customers on new opportunities, manage negotiations, and develop proposals. Understand customer requirements to tailor pricing, contracts, and solutions effectively.

Key Skills, Requirements, and Competencies

1. 4+ years of experience selling into the legal vertical.

2. Bachelor's Degree preferred.

3. Strong background in strategic account management, sales processes, and solution selling.

4. Proven ability to translate customer needs into solutions with compelling value propositions and negotiation skills.

5. Ability to influence and negotiate by aligning insights with customer priorities.

6. Excellent written, oral, and presentation skills.

7. Strong interpersonal, analytical, planning skills, and business acumen.

8. Ability to make broad business decisions considering overall company impact.

9. Effective team collaboration at all levels, including C-level engagements.

10. Develop and incorporate Power Messaging and Challenger Selling techniques.

11. Ability to present to senior management within client organizations.

12. Understand market challenges, deliver value statements, and identify key buying influences in complex sales.

13. Negotiation, questioning, account management, and communication skills.

14. Willingness to travel up to 25%.

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