Senior Account Executive, Global Strategic Accounts - Life Sciences

About the Role

Key Responsibilities

• Assesses prospective and assigned customer's current and potential needs, determining appropriate Iron Mountain products and solutions.
• Develops and implements strategies and business plans by understanding the client's business model and decision-making channels.
• Positions and illustrates the value of IRM's solutions by assessing customer problems or opportunities and highlighting IRM's strengths and competitive advantages.
• Builds customer relationships through strategic conversations to understand organizational objectives and goals.
• Influences a wide range of customer stakeholders and acts as an industry expert to the customer.
• Partners with key customer decision makers to structure business strategies related to customer requirements.
• Ensures frequent communication to maintain customer satisfaction and educate on industry trends.
• Continuously prospects to develop net new clients, expanding existing relationships and products.
• Develops strategic account plans leveraging customer knowledge and maintains a pipeline to meet and exceed quotas.
• Supports pipeline and account activity through managing responses to RFPs, tracking activity, forecasting, and conducting market research.
• Maintains knowledge of customer business trends, macro and micro economic climate, and potential new opportunities.
• Leads negotiation processes for final account sales and revenue growth, ensuring timely and profitable outcomes.
• Identifies, sells, and closes new opportunities, securing resources and driving sales processes for special projects.
• Collaborates with customers on net new opportunities, negotiating contracts, pricing, and SLAs as needed.

Requirements

• 4+ years of experience selling into the Enterprise Life Sciences vertical.
• Strong background in strategic account management, sales process, and solution selling.
• Experience selling to Life Science customers and understanding their business units and processes.
• Proven ability to translate customer needs into solution requirements and create value propositions.
• Excellent written, oral, and presentation skills.
• Strong interpersonal, planning, analytical skills, and business acumen.
• Ability to make broad business decisions considering overall company impact.
• Effective team collaboration skills at all organizational levels, including C-level executives.
• Strong Power Messaging and Challenger Selling skills.
• Ability to develop, maintain, and present to senior management within customer organizations.
• Experience in demand creation, understanding market challenges, and delivering value statements.
• Negotiation skills, effective questioning techniques, and account/relationship management experience.
• Proficiency in oral and written communication.

Nice to Have

• Experience with Salesforce (SFDC) or similar CRM tools.
• Knowledge of industry associations, attending tradeshows, and reviewing whitepapers.
• Understanding of customer requirements for contract negotiations and pricing structures.

Qualifications

• Educational background not explicitly specified, but extensive sales experience in the Life Sciences vertical is required.

Benefits & Perks

• Reasonably expected salary range: $104,800.00 - $139,700.00 plus commissions.
• Travel up to 40%.
• Work in a global leader committed to sustainability, innovation, and social responsibility.