Vice President, Enterprise Sales, Digital Business, North America

Iron Mountain is a leader in information management and storage solutions, seeking a Vice President for Enterprise Sales in their Digital Business. This role involves driving revenue growth and expanding market presence through strategic leadership and collaboration with various teams to deliver value-driven solutions for enterprise clients.

Responsibilities:

• Drive comprehensive bookings and revenue growth by architecting a high-impact strategy that maximizes upsell, cross-sell, and net-new market opportunities in the enterprise segment
• Lead and inspire the North America Digital Business Unit enterprise sales organization by setting equitable yet challenging targets, establishing motivational frameworks, and championing transparent career-pathing
• Collaborate deeply with Marketing, Sales Operations, Sales Enablement, and technical teams to increase market share and build distinctive, value-driven solutions for global enterprise clients. Ensure that the team's account plans address advanced scenario planning including impacts resulting from changes in the customer's business strategy, product development pipeline, and M&A
• Act as the 'Voice of the Customer' within the region, ensuring service levels exceed expectations and maintaining senior-level liaison status to resolve complex delivery and support issues
• Ensure the consistent execution of the Iron Mountain sales process, utilizing rigorous opportunity metrics, advanced account planning, and high-quality management reporting
• Partner with Human Resources leadership to execute a recruitment and training strategy, attracting and retaining top-tier sales talent within a high-performance culture
• Manage selling expenses in alignment with budgetary requirements, working closely with Finance to ensure sustainable growth and profitability

Requirements:

• A minimum of 10 years of enterprise sales experience, with at least 5 years of proven success in a senior sales leadership role
• Bachelor's Degree in Business or a related field is required
• Expert knowledge of Key Performance Indicators that drive performance, including pipeline velocity, sales forecasting, and bookings-to-billings ratios
• Demonstrated expertise in navigating and closing high-value, complex B2B sales cycles at the executive level
• Ability to navigate a large, global matrixed organization and lead through ambiguity with a collaborative, 'customer-obsessed' mindset
• Exceptional presentation and written communication skills, with the ability to showcase complex business case frameworks to C-Suite audiences
• Highly proficient in Customer Relationship Management (CRM) tools and the use of data-driven insights to manage performance
• Based in North America with the ability to travel 50% or more to engage with clients and regional teams
• Master of Business Administration is highly preferred