VP, Global Strategic Partners
Company: Iron Mountain
Location: Atlanta
Posted on: October 4, 2024
Job Description:
VP, Global Strategic PartnersAtlanta, GeorgiaRemote Eligible in
Georgia - J0077209At Iron Mountain we know that work, when done
well, makes a positive impact for our customers, our employees, and
our planet. That's why we need smart, committed people to join us.
Whether you're looking to start your career or make a change, talk
to us and see how you can elevate the power of your work at Iron
Mountain.We provide expert, sustainable solutions in records and
information management, digital transformation services, data
centers, asset lifecycle management, and fine art storage,
handling, and logistics. We proudly partner every day with our
225,000 customers around the world to preserve their invaluable
artifacts, extract more from their inventory, and protect their
data privacy in innovative and socially responsible ways.Are you
curious about being part of our growth story while evolving your
skills in a culture that will welcome your unique contributions? If
so, let's start the conversation.Role and Responsibilities
- Grow a nascent and immature channel to $1B+ in bookings that
features approx 20 partners across the globe.
- Build and lead a globally distributed organization of approx
10-20 Channel Partner Managers and support FTEs with indirect
responsibility for hundreds of additional resources across
marketing, product, enablement, etc. that report through functional
peers.
- Lead Alliances and Global partnerships evolution and
transformation, creating/deploying go-to-market approach that cuts
across all product lines, leveraging SMEs from within the business
units to create differentiated solutions in the marketplace to
cover both route-to-market and route-to-revenue strategy and
implementation.
- Create and execute the unified channel strategy to ensure that
indirect business reaches its full potential and becomes an
efficient and sustainable growth driver for IM.
- Build programs that help scale our GTM and solutions within our
existing and new customer base.
- Help partners create sales enablement and technical support for
partners sales and technology force.
- Strategically drive commercial propositions, pricing, partner
engagement and training, and competitive landscape assessments,
commercialization of product innovation to create impact and
generate awareness, consideration and conversion of product
offerings by end customers; must also be comfortable meeting
performance targets within a publicly traded company.
- Maximize commercial penetration of existing portfolio but go
beyond core offerings, cross-selling industry solutions based on
insights; provide a voice in solutioning, whether for new offerings
or adapting existing solutions to specific customer
propositions.
- Drive positive change across the organization by both adding
and augmenting existing talent.
- Contribute to the development of the Company's strategic plan
and annual operating plan; identify the key business levers to
ensure the achievement of corporate and Alliances and Global
Partnerships objectives.
- Work closely with other sales leaders to deliver against client
expectations, ensuring that Voice-of-the-Partner is heard loud and
clear, and those insights are leveraged to drive NPS, retention and
Revenue higher.Key Requirements, Skills, and CompetenciesThe VP
Alliances and Global Partnerships will possess at least 15-20 years
of overall global professional experience and at least 5-10 years
in commercial leadership roles responsible for $500-1B+ top-lines
in the business services industry and/or tech-enabled
solutions/software, IT or professional services sectors. The ideal
candidate will feature a track-record of driving double-digit
growth rates within complex, multi-faceted, ideally mid-nine to
low-ten figure-sized businesses and the organizational skill to
both define a new role and succeed in it, collaborating to navigate
across a global, complex environment.With strong executive
presence, this key hire will provide strong channel management
skills, including overseeing Partner, Alliance and Channel Leaders
and teams, but more broadly will be expected to bring together
different parts of the organization to connect to the true
end-customer need, creating a greater collective whole. The
incoming hire is a commercially driven, skilled communicator,
motivator and collaborator who will support Iron Mountain's leaders
and staff, adjust and lead towards the company strategy. A true
change agent, the SVP will embody the sort of infectious attitude
and spirit that will allow them to resonate with clients and
establish consensus across functional areas internally.Additional
Desired Background and Characteristics
- Enterprise mindset and strong knowledge of tech-enabled
solutions, with well-honed and robust business acumen developed
through years of experience in the business/technology services
industry; accustomed to developing/proffering complex, multi-year
commercial arrangements and relatively long, complex sales cycles
within competitive settings.
- Proven growth leader with broad expertise within a Partner or
Sales organization that focuses across hunting, farming and
retention, capable of introducing new solutions to expand
footprint/wallet-share across IM key Partners, starting with the
top 25 growing to couple 100.
- The ideal candidate has reached an optimal juncture in their
career where they possess ample capability and credentials to make
an impact and succeed in the immediate role but are still growing
as a commercial leader and project as an executive who can progress
into positions of increasing responsibility.
- Demonstrated ability to combine strong analytical skills,
quantitative analysis and people skills to solve complex business
issues; takes a customer-centric approach and exudes passion for
helping customers address issues and focus on improving their core
business; persistent to disrupt the status quo, introduce new
technologies/solutions and drive alternative approaches to solving
business challenges.
- Ability to lead with inspiration, sense of urgency, and create
a culture where individuals and teams are driven to win; holds
others accountable for achieving goals and particularly skilled in
bringing people along, leading from the front.
- Rapport-building skills with senior decision-makers as well as
broader sales and functional stakeholders.
- Gravitas to work directly with senior executives of Fortune 500
clients, earning their respect and building relationships that can
be called on for prospect references, marketing assistance and
other company needs.
- Global mindset, has ideally lived/worked outside of North
America.Education
- Bachelor's degree required; an advanced degree such as an MBA
or MS is strongly preferred.Reasonably expected salary range:
$177,800.00 - $237,100.00 + commissions.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.
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Keywords: Iron Mountain, Warner Robins , VP, Global Strategic Partners, Executive , Atlanta, Georgia
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