Inside Sales Representative - Hybrid Position

Iron Mountain is excited to announce the opening of our brand-new location in Tampa, Florida, and we're looking for driven, results-oriented sales professionals to join us in this exciting new chapter! With significant investment in our growth, this new location represents an incredible opportunity to make a real impact and drive success from the ground up. As a key member of our sales team, you'll play a pivotal role in establishing and growing our presence, deepening customer relationships, and contributing to the success of our Inside Sales team. 

If you're passionate about sales, embrace challenges, and are eager to be part of a collaborative, dynamic and high-energy environment, we want you on board!

Position Summary
The Inside Sales Representative 2 is responsible for driving revenue growth through strategic prospecting within a defined book of business. This role involves scheduling remote meetings, identifying customer requirements, and mapping solutions to meet those needs. The ISR will maintain consistent customer contact through regular dials and meetings, ensuring renewals, customer satisfaction, renewals, and collaborate with internal teams to build strong customer relationships, leading to increased sales and quota attainment.

Position Responsibilities

Prospecting & Customer Engagement:

• Prospect within a defined book of business, scheduling remote meetings with potential and existing customers.

• Achieve activity goals, including a minimum of 100 calls and 10 customer meetings weekly, with all activities recorded in Salesforce.

• Execute marketing initiatives to drive Iron Mountain footprint expansion and revenue growth.

Sales Execution:

• Prepare thoroughly for each sales interaction, focusing on pre-meeting research, addressing objections, and executing post-meeting follow-ups.

• Identify customer requirements and align them with appropriate solutions through consultative selling strategies.

• Own the sales cycle from prospecting to closure, ensuring seamless collaboration with customer service, operations, and internal sales teams.

Retention & Growth:

• Facilitate contract renewals by addressing customer concerns, supporting engagement efforts, and collaborating with renewal teams to retain at-risk accounts.

• Utilize CRM systems and analytical tools to assess customer data, forecast outcomes, and drive profitable growth.

Relationship Building & Negotiation:

• Build and maintain strong relationships with customers, understanding their organizational goals and acting as a trusted advisor.

• Partner with decision-makers to structure business strategies aligned with service levels, training, and expectations.

• Lead negotiations to secure optimal pricing, profitability, and service-level agreements (SLAs).

• Collaborate with customer service, operations, and internal sales teams for a seamless customer experience.

Strategic Collaboration:

• Collaborate on new business opportunities, manage RFP processes, and conduct competitive research to identify and execute strategies that expand the company’s footprint.

Required Skills

• Experience & Expertise: 2+ years B2B sales experience. Strategic thinker with ability to align sales efforts with broader account strategies and enterprise goals. Proven consistent high performance.

• Data-Driven Growth: Skilled in leveraging data analytics to identify opportunities, forecast outcomes, and drive business growth.

• Sales & Communication Skills: Deep understanding of complex sales processes, sales cycles and methodologies. Strong interpersonal, negotiation, and presentation skills, with the ability to build trust, uncover client needs, present tailored solutions, and close deals.

• Tools & Trends Knowledge: Familiarity with CRM systems (e.g., Salesforce), social selling tools (e.g., LinkedIn), and virtual platforms (e.g., Zoom, Teams).

• Adaptability & Drive: Resilient, self-motivated, and organized, with strong time management skills and a curiosity for uncovering new opportunities to improve sales performance. Receptive to feedback and adaptable to improve sales performance.

Onboarding and Work Schedule

• Onboarding

The initial onboarding and training will take place in the office five days a week to ensure comprehensive learning and integration into our sales processes, products, and company culture. During this period, you will receive hands-on training that will equip you with the knowledge of our solutions, tools, and tech stack. You’ll also gain an understanding of our sales methodology, best practices, and how to deliver value to our customers.

• Post-Onboarding

After onboarding, you’ll transition to a hybrid work schedule with in-office days on Tuesday, Wednesday, and Thursday, and remote flexibility on Monday and Friday, offering you a great work-life balance while staying connected to your team.