Senior Account Executive, Enterprise Accounts - Legal

Iron Mountain; United States; Remote; USD 104,000 - 140,000; Full time

Job summary

Iron Mountain is seeking a Senior Account Executive to drive sales and revenue growth. This role involves strategic account management, building relationships, and understanding customer needs to provide effective solutions. The ideal candidate will have a strong background in sales, excellent communication skills, and the ability to negotiate effectively.

Qualifications

• 4+ years of experience selling into the legal vertical.
• Proven ability to translate customer needs into solutions.

Responsibilities

• Drive new sales and revenue from prospective and existing accounts.
• Build relationships and influence stakeholders.
• Lead negotiations for final account sales.

Skills

Strategic Account Management

Sales Process

Solution Selling

Communication

Negotiation

Education

Bachelor's Degree

Job description

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

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

Are you curious about contributing to our growth while evolving your skills in a welcoming culture? Let's start the conversation.

The Senior Account Executive is responsible for driving new sales and revenue from prospective and existing accounts within the assigned vertical. This role involves selling solutions through prospecting, networking, marketing initiatives, and account plans to expand Iron Mountain's footprint, resulting in revenue growth and quota attainment.

Responsibilities

1. Assess prospective and current customer needs, determining appropriate solutions. Develop strategies and business plans by understanding the client’s business model, value proposition, and market differentiation. Highlight IRM’s strengths, competitive pricing, customer satisfaction, and advantages within each account.
2. Build relationships through strategic conversations to understand organizational objectives. Influence a wide range of stakeholders, acting as an industry expert. Collaborate with decision-makers to structure business strategies, ensuring communication on industry trends and customer education. Employ persuasive methods to gain agreement.
3. Continuously prospect to develop new clients, expand relationships, and products within assigned accounts. Develop strategic account plans, maintain a pipeline, and support activities like responding to RFPs, tracking in SFDC, forecasting, and market research.
4. Engage in industry associations, attend tradeshows, review whitepapers, and stay current with market trends. Maintain deep knowledge of customer business trends and market conditions to identify new opportunities.
5. Lead negotiations for final account sales, ensuring timely and profitable outcomes. Identify and close new opportunities, secure resources, and drive sales processes, including scoping and pricing for projects.
6. Collaborate with customers on new opportunities, negotiate contracts, and work with internal departments. Understand customer requirements, make recommendations on pricing and contracts, and lead proposal responses.

Key Skills, Requirements, and Competencies:

• 4+ years of experience selling into the legal vertical
• Bachelor's Degree preferred
• Strong background in strategic account management, sales process, and solution selling
• Proven ability to translate customer needs into solutions and negotiate effectively
• Excellent communication, presentation, and interpersonal skills
• Strong analytical, planning, and business acumen
• Ability to make broad business decisions considering company impact
• Effective team collaboration at all levels, including C-level
• Develop and utilize Power Messaging and Challenger Selling skills
• Ability to present to senior management
• Understand vertical market challenges, deliver value propositions, and identify key buying influences
• Negotiation, questioning techniques, and account management experience
• Proficient in oral and written communication
• Up to 25% travel required

#LI-Remote

Expected salary range: $104,800 - $139,700 plus commissions.