VP, Global Strategic Partners

At 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 stor​y 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
• Will 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 plant; 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 Competencies

The 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.Category: Sales