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, decision-making channels, and value proposition.
• Positions and illustrates the value of IRM's solutions by assessing customer problems or opportunities and highlighting IRM's strengths, pricing, customer satisfaction, and competitive advantages.
• Builds customer relationships through strategic conversations to understand organizational objectives and goals.
• Influences a wide range of customer stakeholders, acting as an industry expert to the customer.
• Partners with key decision makers to structure business strategies related to customer requirements and service expectations.
• 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.
• Supports pipeline and account activity through managing responses to RFPs, tracking activity, forecasting, and conducting market research.
• Participates in industry associations, attends tradeshows, reviews whitepapers, and stays current on market trends.
• Responsible for final account sales and revenue growth through negotiation, 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 new opportunities, negotiates contracts, and leads proposal responses, including pricing and SLA negotiations.

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 by aligning insights with customer priorities.
• 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.
• Development and application of Power Messaging and Challenger Selling skills.
• Ability to develop, maintain, and present to senior management within customer organizations.
• Understanding of vertical market challenges, value statements, 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, whitepapers, and market trends.

Qualifications

• Educational background is not explicitly specified but implied to require relevant sales experience and industry knowledge.

Benefits & Perks

• Reasonably expected salary range: $104,800.00 - $139,700.00 plus commissions.