ALM Channel Development Director

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.

Channel Development Director

The Channel Development Director will proactively manage an account portfolio comprised of named Iron Mountain channel partners and prospects for ALM services. Focus within the assigned channel is on new partnership development, partner onboarding/enablement, partner activation, and managing the overall relationship.

Responsibilities:

• Achieve individual sales quota selling the suite of Asset Lifecycle Management services (ALM) through Iron Mountain channel partners, including

OEMs, IT leasing companies, global systems integrators (GSIs), value-added resellers (VARs), data center operators and service providers.

• Lead prospecting and networking efforts to expand channel partner relationships and uncover new business opportunities.

• Build and manage executive relationships with channel partners, guiding them to effectively promote and sell ALM solutions to end-users.

• Identify program expansion opportunities within existing channel partners (including growing end-user base, selling new products, and new regions).

• Develop and implement strategies for partner onboarding, enablement, and engagement, ensuring alignment with business objectives.

• Collaborate with cross-functional teams including Business Development Executives and support teams to deliver tailored ALM solutions and meet

customer needs.

• Analyze market trends and competitor activities, identify program expansion opportunities, and maximize channel partner potential.

Qualifications:

•10+ years’ experience working in channel sales for IT services companies

•Strong background and knowledge of ITAD content management, business process / workflow enablement, and ITAD sales process

•Excellent communication, presentation skills, sales process and data management skills

•Strong ability to build, and manage executive relationships and navigate complex buying and decision-making environments

Areas of domain expertise:

•Channel sales (both sell-to and sell-through) experience

• OEM supply chains (for PC and server assets), IT leasing strategy (demand planning, processing timelines)

• ITAD/ITAM strategy within GSIs and VARs

• Data center operation and maintenance strategies (demand planning, processing timelines)

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