Partner Development Manager - Co Sell

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Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Our solutions span records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics.

The Partner Development Manager is responsible for developing and executing partner strategy within their assigned geography and vertical. This role drives revenue growth, manages and influences positive business outcomes for our customers and the Iron Mountain partnerships, and has shared ownership of sustainable growth for the assigned partnerships. Responsibilities include lead development, maturing and advancing qualified opportunities, coordinating partner activities, and managing overall relationship management.

The ideal candidate has a strong understanding of SaaS, Artificial Intelligence and Machine Learning, Intelligent Document Processing, and a proven track record of success in partner sales and marketing. The role also works closely with the Digital Business Unit’s sales teams to identify new revenue opportunities and leverage partner incentive programs.

• Develop and execute a business plan to create incremental pipeline through partnership vehicles, identifying opportunities with Iron Mountain and partners through account strategy and GTM activity.
• Develop and maintain exceptional client 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, focusing 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, and ensure alignment on goals by providing updated business plans and best practices across regions.
• Develop and manage joint inside/field sales processes with the Iron Mountain and partner sales teams, and collaborate to organize joint sales calls.
• Collaborate with Iron Mountain and partner sales organizations in support of sales campaigns, proposals, and closures; drive team mindshare through regular communication (win stories, etc.) and relationship cadence.
• Enable both Iron Mountain and partner sales teams on GTM plays by providing relevant knowledge in sales, presales, and technical areas to grow recurring SaaS revenue.
• Provide forecasting and account opportunity visibility into Iron Mountain SFDC tracking pipeline action/priorities on a regular basis with stakeholders.
• Work closely with product marketing, presales, and product management teams to develop structured marketing and enablement plans as part of overall business plans; manage partner engagement escalations and conflicts.

• 5+ years of 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, and fun.
• Domain expertise in one or more of the following sectors:
  Public Sector, Financial Services, Manufacturing, Healthcare.
• 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 partners.
• Strategic mindset and highly consultative approach to partnering with internal and external teams.
• Must have fluency in English; 2nd language in Spanish, French, or another language desirable.
• Education:
  
  Bachelor's degree or equivalent; MBA highly desirable.

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