About Us
At Iron Mountain, we believe that work has the power to make a positive impact for our customers, employees, and the planet. That's why we need smart and committed individuals to join us.
We provide expert and sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We partner with 225,000 customers worldwide to preserve their valuable assets, extract more value from their inventory, and protect their data privacy in innovative and socially responsible ways.
Job Description:
Enterprise Inside Sales Representative
This role is responsible for generating net new sales and revenue by engaging large companies within an assigned book of business, which includes both new prospects and existing customer accounts. The Enterprise Inside Sales Representative will focus on transactional opportunities within a shared book of business assigned to field sales, requiring close collaboration with the field sales team to execute account strategies, maintain strong relationships with accounts, and use a consultative approach to understand and align with the customer's business goals.
Key Responsibilities:
* Prospect within an assigned book of business, scheduling remote meetings with potential and existing customers, and increasing product diversity with existing accounts.
* Maintain consistent outreach through outbound prospecting, networking, executing marketing initiatives, SQL follow-up, and pipeline generation, tracking all activities in Salesforce.
* Own the full sales cycle, from lead qualification to deal closure, achieving sales quota targets.
* Partner with key decision-makers to align business strategies and ensure service level expectations are met.
* Build strong customer relationships to understand business objectives and align Iron Mountain solutions accordingly.
* Lead negotiation processes, ensuring pricing, profitability, and SLA agreements meet both customer and company expectations.
* Manage responses to RFPs, track activity in Salesforce, and stay updated on Iron Mountain products and industry trends.
The ideal candidate will have experience in cold calling, scheduling meetings, and consistently prospecting to fill a sales pipeline, even when it's full. They will also possess a strong ability to ask probing questions to uncover client needs, assess their decision-making process, and ensure they have the right budget and timeline.
Required Skills:
* Experience in cold calling, scheduling meetings, and consistently prospecting to fill a sales pipeline, even when it's full.
* Strong ability to ask probing questions to uncover client needs, assess their decision-making process, and ensure they have the right budget and timeline.
* Proven track record of negotiating deals, overcoming objections, and closing sales.
* Ability to guide prospects through the sales process smoothly and confidently.
* Experience using CRM systems (e.g., Salesforce) to manage leads, track sales activity, and forecast outcomes.
* Familiarity with social selling tools (e.g., LinkedIn) and video platforms (e.g., Zoom, Teams) for virtual selling.
* Strong interpersonal and communication skills to quickly build rapport, credibility, and trust with decision-makers.
* Ability to present value propositions clearly and effectively.
* Ability to recover from rejection, maintain momentum, and stay motivated in a fast-paced, target-driven environment.
* Ability to manage multiple prospects and tasks while maintaining attention to detail.
Competencies:
* Qualifying: Accurately assess prospects' readiness to buy, including decision-makers, budget, and timelines.
* Sales Technology: Proficient in using CRM systems, social selling, and video tools to maximize efficiency.
* Reaches Decision Makers: Confidently engage with decision-makers to ensure impactful conversations and shorten sales cycles.
* Hunting: Proactively prospect for new business and maintain a full sales pipeline.