Partner Development Manager - Co Sell

At Iron Mountain, we believe that well‑executed work positively impacts customers, employees, and the planet. We’re looking for smart, committed individuals to join our team and help elevate the power of their work.

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 partner with 225,000+ customers worldwide to preserve invaluable artifacts, unlock more from their inventory, and protect data privacy in innovative, socially responsible ways.

Curious about joining our growth story while evolving your skills in a culture that welcomes your unique contributions? Let’s start the conversation.

The Partner Development Manager is responsible for developing and executing the partner strategy within their assigned geography and vertical, driving revenue growth, managing and influencing positive business outcomes for our customers and the Iron Mountain partnerships. They share 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, and coordinating partner activities and overall relationship management.

The ideal candidate has a strong understanding of SaaS, Artificial Intelligence, Machine Learning, Intelligent Document Processing, and a proven track record in partner sales and marketing. The role also requires working closely with the Digital Business Unit’s sales teams to 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, identify opportunities with Iron Mountain and partners through account strategy and GTM activity.
• Develop and maintain exceptional client relationships across verticals, including financial services, healthcare and life sciences, manufacturing, and public sector.
• Build, leverage, and communicate Iron Mountain partnership benefits to key stakeholders, focusing on the strategic nature of the relationship to build long‑term value for both Iron Mountain and partners.
• Direct and influence lead generation activities to generate pipeline, align with sales teams on GTM plays to ensure alignment on goals by providing updated business plans and sharing best practices across regions.
• Develop and manage joint inside/field sales processes with Iron Mountain and partner sales teams, collaborate with the teams to organize joint sales calls.
• Collaborate with Iron Mountain and partner sales organizations in support of sales campaigns, proposals and closure. Drive team mindshare through regular communication (win stories, etc.) and relationship cadence.
• Enable sales teams on GTM plays by providing both teams with relevant knowledge in sales, pre‑sales, 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, pre‑sales, and product management teams to develop structured marketing and enablement plans as part of the overall business plans for execution; 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 public sector, financial services, manufacturing, or healthcare.
• Experience as a strategic account lead for a large, 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 and regional partners.
• Strat…