Inside Sales Representative, SMB
Company: Iron Mountain Incorporated
Posted on: September 21, 2022
At Iron Mountain we protect what our customers value most, from
the everyday to the extraordinary. We build customer value around
the world with a passion for preserving the physical, transforming
the digital, and respecting the environmental. We pioneered the
industry for global records and information management and have
established some of the best customer relationships in the industry
with 95% of the Fortune 1000 companies among our 225,000 loyal
customers. Here, you'll bring your expertise and creativity to a
workplace that thrives on continuous improvement. Here, you'll be
part of a global workforce that embraces the differences among us.
And here, we'll encourage you to Climb Higher for the benefit of
our customers and each other. There is so much more, but enough
about us. We can't wait to hear about YOU.
Iron Mountain is seeking an Inside Sales Representative SMB
(Remote) to join the Inside Sales Group. The Inside Sales
Representative - SMB is responsible for growing and retaining an
assigned book of existing Iron Mountain accounts. You will create
and maintain solid relationships with your accounts and use a
consultative approach to understand their current business goals
and objectives and to leverage that knowledge to position and sell
the appropriate solution. Success in this role is measured by
hitting and exceeding monthly sales quotas, consistently staying
ahead of activity metrics, and retaining existing customers, all in
a team-focused environment.
Responsibilities: Prospect within a book of business to schedule
remote meetings, identify customer requirements and map them to a
solution. Ensure consistent customer contact through a minimum of
125 dials and 10 scheduled customer phone meetings weekly; track
all activity through Salesforce.com. Be fully prepared on every
sales call to be able to execute a sales plan. This includes
pre-meeting preparation, sales call goal setting, overcoming
objections, proper materials and resource execution, and a
follow-up plan. Proactively contact at-risk customers and resolve
issues through customer needs analysis. Renew contracts well ahead
of expiration. Quickly gain knowledge of IRM product offerings
through online courses, self-study and interactive assessments.
Partner with customer service, operations and the internal sales
team to ensure a positive customer experience. Receptive to
feedback and uses it to improve sales and workplace performance.
Motivated to perform by increasing the product diversity offered to
existing accounts; concentrating on finding avenues to generate
increased sales from established accounts; and working to increase
revenue by identifying additional products to complement what is
currently sold to the existing customer base. Leverages available
analytical data such as CRM, SFDC and social media sites; and
demonstrates a keen understanding of economic, financial, market,
and industry trends in order to drive profitable growth.
Prioritizes and implements initiatives based on broader strategies.
Demonstrates understanding of key industry trends and conditions.
Effectively exploring alternatives and positions to reach outcomes
that gain the support and acceptance of all parties. Has a deep
knowledge of customer's business, current macro- and microeconomic
trends, industry trends, and potential new business opportunities.
Understands and influences a wide range of customer
Requirements: A self-starter, driven, with strong interpersonal
skills. Consistently hits or exceeds all metrics and sales targets
each month, even under tough circumstances. Strong time management
skills. Ability to effectively plan for success and allocate the
appropriate amount of time spent on various stages of sales cycle.
Manages sales pipeline effectively and accurately. Solution-based
and business-to-business sales experience. Technology Sales
Experience a plus. Understands the techniques required to develop,
maintain and manage business relationships with clients and partner
organizations in order to sell, implement and manage
products/services and to identify new business opportunities.
Understands a potential customer's context through effective
questioning and listening. Business knowledge, insight, and
understanding of business concepts, tools, and processes that are
needed for making sound decisions in the context of the company's
business; ability to apply this knowledge appropriately to diverse
situations. Aligns unique insights to key customer priorities,
reframing the way customers view their business. Proven record of
success in achieving and exceeding sales quotas and departmental
metrics. Proficiency with CRM and sales management tools.
Education: 4-year College Degree preferred Experience: 2-4 years
successful B2B sales experience.
What We Offer: Guaranteed Base Salary Pay Uncapped commission Bonus
Structure after exceeding annual quota Remote position Company
Sponsored Insurance: Medical, Dental, Vision all start on Day 1.
PTO time: 10 vacation days plus additional 6 sick days and 3
floating holidays. Paid volunteer days: 2 per year Available:
401(k) with match, Life Insurance, Short term Disability, Flexible
Spending Account, Education Reimbursement, Working Advantage
discounts Employee Resource Groups Advancement opportunities Hours:
Monday through Friday with a full weekday schedule #LI-Remote
Keywords: Iron Mountain Incorporated, Montgomery , Inside Sales Representative, SMB, Sales , Montgomery, Alabama
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