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 decision makers to structure business strategies related to customer requirements.
• Maintains frequent communication to ensure customer satisfaction and educate on industry trends.
• Continuously prospects to develop net new clients, expand existing relationships, and develop strategic account plans.
• Manages pipeline activities including responses to RFPs, forecasting, competitive research, and tracking in SFDC.
• Participates in industry associations, attends tradeshows, reviews whitepapers, and stays current on market trends.
• Leads negotiations for final account sales and revenue growth, ensuring acceptable outcomes for proposals, pricing, profitability, and SLAs.
• Identifies, sells, and closes new opportunities, securing resources and driving sales processes for special projects.
• Collaborates with customers on net new opportunities, negotiates contracts, and leads proposal responses.

Requirements

• 4+ years of experience selling into the Enterprise Life Sciences vertical.
• Strong background and knowledge of 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 with strong value propositions and negotiation skills.
• Ability to influence and negotiate through sales skills and needs identification.
• 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 engagement.
• Strong Power Messaging and Challenger Selling skills.
• Ability to develop, maintain, and present to senior management within customer organizations.
• Understanding of vertical market business challenges and key buying influences in complex sales environments.
• Negotiation skills, effective questioning techniques, and account/relationship management experience.
• Proficiency in oral and written communication.
• Willingness to travel up to 40%.

Nice to Have

• Experience with SFDC or similar CRM tools.
• Knowledge of industry associations, market trends, and whitepapers related to Life Sciences.

Qualifications

• Educational background or certifications are not explicitly specified in the description.

Benefits & Perks

• Competitive salary range of $104,800 to $139,700 plus commissions.
• Opportunity to work remotely.