Business Development

Description:

Iron Mountain has announced exciting growth targets over the next 5+ years and is seeking an experienced Vice President of Business Development, Partnerships, and M&A Digital Business Unit (VP). The VP will have responsibility across Iron Mountain’s global footprint and drive strategic initiatives that grow revenue and develop strong market and brand positioning for Iron Mountain’s digital solutions.

This strategic, market-facing leader will possess in-depth experience leading global partner channels in the technology sector and is obsessed with uncovering unmet partner needs and converting those into defined solutions that create business value. The VP will define, build, and grow the global go-to-market channel strategy for strong sell-through and sell-with relationships with Iron Mountain’s existing partner ecosystem, while also identifying and building new partnerships. The VP will bring strong industry and technical knowledge to identify and assess potential acquisition targets. They will also possess a strong technical background with hands-on experience in the technology sector, with the ability to understand and communicate technical concepts to both technical and non-technical audiences. This role will additionally partner with other global leadership to develop regional growth strategies that inform multi-year planning forecasts across both partnership channels and inorganic growth.

The ideal candidate has a proven track record of driving significant double-digit growth within complex organizations, is able to collaborate and navigate across a global, highly matrixed environment, and has experience with emerging technologies such as automation and AI/ML.

This role reports to the Executive Vice President & General Manager of Digital Solutions.

Role and Responsibilities

Business Development & Partnerships

Understand market dynamics, competitive landscape, customer needs, and emerging technologies to develop a robust, dynamic “outside in” and “inside out” perspective to maximize value creation
Define and build the go-to-market strategy, capabilities, and roadmap to penetrate global enterprise, middle-market, and SMBs via indirect partner channels to drive revenue
Build partner channels with Global Systems Integrators (GSIs), hyperscalers, OEMs, consulting/advisory, and value-added resellers (VARs)
Identify new strategic partnerships and develop engagement models to support growth objectives, including potential technology partners
Create partner, region, and segment-specific strategies and account plans that support growth objectives and define future revenue targets from partner channels
Develop a deep understanding of the partner ecosystem, business strategies, and technology trends to ensure digital solutions are tailored to current and future market demand and emerging technology applications
Collaborate with technical teams from partner organizations
Establish and nurture excellent relationships across all key partners and ecosystem participants
Support local market leaders to establish relationships with local partners
M&A

Develop inorganic growth strategy that identifies market whitespace and/or capability gaps suited for acquisitions
Identify potential acquisition targets that align with the inorganic growth strategy
Identify technologies and potential acquisition targets that strengthen and future proof our digital solutions
Engage with PE firms and startup ecosystem to identify early stage investment / M&A opportunities
Lead due diligence processes for potential acquisition targets
Lead integration processes for acquired firms
Partner with executive leadership team and regional leaders to define future revenue growth targets from inorganic growth
Ideal Candidate, Qualifications, Characteristics & Credentials

Proven success achieving scaled, sustainable business growth internationally
15+ years of relevant experience in strategy, technology, mergers and acquisitions, or business development, with a focus on digital transformation, partnerships, and data management
Comprehensive understanding of technology trends and hands-on experience working in the technology sector collaborating with engineers and product managers to drive technology-focused business development and partnerships
Experience selling into GSIs, hyperscalers, OEMs, consulting/advisory, and value-added resellers (VARs); established C-level relationships is a plus
Aptitude to uncover untapped market opportunities, generating demand, and converting leads
Excellent commercial management, negotiation, and stakeholder management skills gained at both an executive level and in the front lines of scaled, complex partner negotiations
Executive disposition, energy, drive, professionalism, and the broader leadership qualities essential to building engaged teams and creating followership internally and externally
Demonstrated ability for independent decision-making, supporting large customer groups, and managing highly visible projects
Ability to deliver work efficiently through formal and informal channels and display broad understanding of business practices and policies
Ability to work well in a global organization that is fast-paced with heavy competition for scarce resources
Excellent interpersonal skills, with the ability to build and maintain strong relationships with internal and external stakeholders
Proven track record of leading teams through strategic initiatives and delivering successful results
Bachelor's degree in Business, Information Technology, or a related field required; MBA or Master’s degree preferred