Partner Development Manager - Co Sell

Partner Development Manager – Co Sell

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.

The Partner Development Manager is responsible for developing and executing the partner strategy within their assigned geography and vertical, driving revenue growth, and managing and influencing positive business outcomes for our customers and the Iron Mountain partnership. The role has shared ownership of sustainable growth for the assigned partnerships, including lead development, maturing and advancing qualified opportunities, acting as the subject‑matter expert to Iron Mountain Sales, coordinating partner activities and overall relationship management.

The ideal candidate will have a strong understanding of SaaS, artificial intelligence and machine learning, intelligent document processing, and a proven track record of success in partner sales and marketing. The Partner Development Manager will also work closely with the Digital Business Unit’s sales teams to help identify new revenue opportunities and leverage partner incentive programs to accelerate existing opportunities.

• Develop and execute a business plan to create incremental pipeline through partnership vehicles, identifying opportunities with Iron Mountain and Partners through account strategy and GTM activity.
• Develop and maintain exceptional client relationships across multiple verticals, including financial services, healthcare and life sciences, manufacturing, and public sector.
• Build, leverage, and communicate Iron Mountain partnership benefits to key stakeholders within Iron Mountain, focusing on the strategic nature of the relationship to build long‑term value and sustainable success for both parties.
• Direct and influence lead generation activities to generate pipeline, align with sales teams on GTM plays to ensure alignment on goals, and provide updated business plans and best practices across regions.
• Manage joint inside/field sales processes with Iron Mountain and partner sales teams, collaborating to organize joint sales calls.
• Collaborate with Iron Mountain and partner sales organizations in support of sales campaigns, proposals, and closures; drive team mindshare through regular communication (win stories, etc.) and relationship cadence.
• Enable sales teams on GTM plays by providing relevant knowledge in sales, presales and technical areas to effectively grow recurring SaaS revenue.
• Provide forecasting and account opportunity visibility into Iron Mountain SFDC, tracking pipeline action/priorities on a regular basis with stakeholders.
• Work closely with Product Marketing, Presales and Product Management teams to develop structured marketing and enablement plans; manage Iron Mountain/Partner engagement escalations and conflicts.

• 5+ years of technology sales experience, positioning SaaS and digital solutions across large, complex accounts, with a proven record of accomplishment.
• Exceptional proven sales success working directly with customer decision makers and key stakeholders.
• Enthusiastic, inclusive, positive, highly energetic, fun.
• Domain expertise in at least one of the following sectors: public sector, financial services, manufacturing, healthcare.
• Experience as a strategic account lead for a large and complex global organization, managing relationships with Fortune 100 level customers.
• Experience working across all levels of a highly matrixed global organization.
• Experience working with global…