Head of Digital Sales & Partnerships (APAC)

Head of Digital Sales & Partnerships, APAC

The Head of Digital Sales & Partnerships (APAC) will serve as the regional head for commercial activities for Iron Mountain APAC, overseeing teams of Solution Development Executives (SDEs) and teams of technical Solution Architects (SAs).This position is within a fast-paced, global Digital Commercial business unit. You will report directly to the Global Head of Digital Commercial for Iron Mountain (IRM). In this leadership role, you will drive both the sales and solutioning strategy to build a clear path to plan.

Passionate about solving client’s top challenges, you will proactively help position and advance Iron Mountain’s digital portfolio of products and solutions to deliver scalable customer-focused outcomes. You will be responsible for building, leading and developing talented teams of digital sales and technical pre-sales leaders, while building strong relationships with senior leadership across core commercial, product, engineering, operations, legal, and professional services teams.

Responsibilities:

• Provide cross-functional leadership to teams of Directors across Digital Sales and Digital Solutions within the region, setting team performance metrics and enabling a growth mindset from the top-down
• Demonstrate passion and knowledge for IRM’s Digital portfolio, including enterprise digitization services, intelligent document processing, information governance, cloud migration, workflow automation, and more.
• Responsible for a regional commercial portfolio, you will develop and execute a regional strategy to meet the set digital bookings targets across product lines
• Continue to evolve the region’s commercial business teams so team members can most effectively support the growing portfolio of digital solutions across small, mid-market and enterprise commercial segments
• Develop a regional goal-setting framework to enable all teams to meet their overlay quota objectives
• Build strong relationships and trust with regional core sales leads to promote regional sales performance, monitor key risks and opportunities, and develop joint go to market strategies
• Work closely with sales operations, finance and commercial excellence teams to own annual and quarterly financial planning and commercial target setting activities
• Partner with product, marketing and sales enablement to refine the regional product go to market roadmap and customer segmentation strategies as we launch new products and use cases
• Influence Iron Mountain’s regional presence by continually seeing new ways to scale our solutions, seek new partnerships, enter new markets, drive organizational efficiencies and automate the presales role
• Own the pipeline review and sales strategy development with Digital Sales Directors
• Develop regional strategy to enable support Team GAOs, Team Communications, including
• performance management and professional growth.

Preferred experience:

• Extensive experience leading or managing Technical Pre-Sales and/or Digital Solution Engineering teams in technology focused organization
• Proven experience developing technical and sales-oriented GTM motions and strategies across regions and / or industry verticals
• Commercial-first mindset with experience in owning a P&L or overlay function
• Proven record of achieving growth and overachieving targets in a high-growth business.
• Maximizing the business (Revenue and Margin) within the account; self-motivated and proactively seeking new opportunities with an urgency to move the market quickly
• Creating new and strengthening existing executive level relationships to preempt competitive inroads.
• Ability to create and maintain formal and informal networks
• Strong people management skills and a passion for creating and enabling a diverse and inclusive team environment
• The ability to motivate and align a team to a growth-oriented vision and ability to effectively manage through change
• A deep understanding of customer needs to design effective sales processes with a customer-centric approach
• Experience in building and executing hiring, coaching, onboarding and mentoring for both technical and sales-driven teams
• Strategic mindset to help drive IRM’s GTM sales strategy
• Previous experience working in SaaS industries is a plus

Desired Abilities and Skills:

• Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues
• Excellent written, oral and presentation skills.
• Strong interpersonal, planning, and analytical skills.
• Self-motivated and a strong drive to seek information and support in succeeding.
• Ability to influence and negotiate.
• Ability to make decisions and think in broad terms, considering the impact to the entire company.