Summary:
The Partner Development Manager is responsible for developing and executing on the partner strategy with Cloud, ISV, Consulting and SI Partners, driving revenue growth, managing and influencing positive business outcomes for our Customers and the Iron Mountain partnerships.
The Partner Development Manager has shared ownership of sustainable growth for the assigned partnerships, including lead development, maturing and advancing qualified opportunities, acting as the Subject Matter Expert to Iron Mountain Sales, coordinating sales activities and overall relationship management.
The ideal candidate will have a strong understanding of the SaaS, Artificial Intelligence and Machine Learning, Intelligent Document Processing and a proven track record of success in partner sales and marketing. The Partner Development Manager will also work closely with the Digital Business Unit's sales teams to help identify new revenue opportunities and leverage partner incentive programs to accelerate existing opportunities.
Responsibilities:
- Develops and executes business plan to create incremental pipeline through Partnership vehicles, identifies opportunities with Iron Mountain and Partners through Account Strategy and jGTM activity.
- Develop and maintain exceptional partner relationships that cross many verticals, including Financial Services, Healthcare and Life Sciences, Manufacturing, and Public Sector
- Build, leverage and communicate Iron Mountain Partnership benefits to key stakeholders within Iron Mountain, focus on the strategic nature of the relationship to build long-term value and sustainable success for both Iron Mountain and Partners.
- Direct and influence lead generation activities to generate pipeline, align with Sales teams on GTM plays to ensure alignment on goals by providing updated business plan(s) and sharing of best practices across regions.
- Develops and manages joint Inside/Field Sales processes with the Iron Mountain and Partner sales teams, collaborates with Iron Mountain and Partner teams to organize joint sales calls.
- Collaborates with Iron Mountain and Partner Sales Organisations in support of sales campaigns, proposals and closure. Drives team mindshare through regular communication (win stories etc.) and relationship cadence.
- Enable sales teams (Iron Mountain and Partner) on GTM plays by providing both teams with the relevant knowledge in terms of sales, presales and technical knowledge to effectively grow recurring SaaS revenue.
- Provides forecasting and account opportunity visibility into Iron Mountain SFDC tracking pipeline action/priorities on a regular basis with stakeholders.
- Works closely with the Product Marketing, Presales and Product Management teams to develop structured marketing and enablement plans as part of the overall business plans for execution. Manage Iron Mountain / Partner engagement escalations and conflicts
Key Skills, Requirements and Competencies:
- 5+ year's technology sales experience, positioning SaaS and digital solutions across large, complex accounts, with a proven record of accomplishment.
- Exceptional proven sales success working directly with Customer decision makers and key stakeholders
- Enthusiastic, inclusive, positive, highly energetic, fun.
- Domain Expertise in one (or more) of the following sectors; Public Sector, Financial Services, Manufacturing, Healthcare & Life sciences
- Experience as a strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customers.
- Experience working across all levels of a highly matrixed global organization.
- Experience working with Global and Regional SIs & Consulting partners
- Strategic mindset and highly consultative approach to partnering with internal and external teams
- Must have fluency in English. Nice to have - other European languages
