Customer Success Manager

Customer Success Manager

Remote, British Columbia

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 story while evolving your skills in a culture that will welcome your unique contributions?

If so, let's start the conversation.

The Customer Success Manager (CSM) role is a key member of the Iron Mountain National and Vertical Sales team for North America supporting all service lines.

In partnership with the Directors and Business Development Executives (BDE), this role is accountable for the delivery of quality services and creating loyalty and retaining customers while creating revenue growth, either directly or indirectly for the field BDEs in the National / Vertical sales Strategic and Vertical accounts.

Responsibilities :

Relationship Management :

• Build and maintain customer relationships to understand the organizational business objectives and goals.
• Partner with key customer decision maker(s) to structure partnership(s) strategy as it relates to customer requirements (new sales opportunities, service level expectations, training of IM solutions, QBR / FBR structure / timetable).
• Ensure frequent, tactical communication to enable superior customer satisfaction and to keep customer educated on emerging industry trends related to customer’s organizational information management needs.
• Employ appropriate methods of persuasion when soliciting agreement.
• Proactively uncover additional contacts and key decision makers through the use of SFDC, internet and other tools.
• Assist the sales team with producing and managing proposals / quotes creation of PA Models, SOWs, and account plans.

Business Opportunity :

• Primary attachment is to Low Share of Wallet accounts driving the wake-up opportunity.
• Assess assigned customer’s current and potential needs, determining appropriate Iron Mountain products and solutions.
• Responsible for development strategies and business plans through understanding the clients' business model, planning and decision-making channels.
• Assists in the positioning of alternative ways of creating the real value of IRM’s total solution offerings for clients through their relationship and customer support.
• Research account status to prepare for contract negotiations and assist in the Renewal process when needed.
• Keeps abreast of the competitive environment and impact on National / Vertical accounts.

Contract Renewals and Negotiations :

• Partner with the BDE and the customer on renewals and work through any RFP process by identifying gaps in current contracts and understanding customer needs.
• Negotiate pricing and SLA as appropriate to drive customer retention strategy.
• Perform customer needs and service analysis, make recommendations on appropriate pricing structure and contract requirements.
• Communicate pricing programs and contribute to RFP responses.
• Identify accounts that are at risk to terminate and drive strategy to retain those accounts.

Customer Experience and Escalations :

• Research escalated service and billing issues to ensure appropriate actions are being taken to resolve issues.
• Execute customer ad-hoc requests such as reports, audits, and tours working with the appropriate internal teams.
• Save accounts at risk and define possible solutions to customer issues to lead to retention.
• Ensure compliance with Federal, State, and Local laws, as well as Iron Mountain policies and procedures.
• Stay informed of trends and changes in Records / Information / Data Protection Industry.
• Develop and record individual performance goals and objectives.
• Maintain working partnership with Markets, Area, and Corporate teams.

Qualifications :

This role is required to have general business acumen and understand IM’s solution offerings and its competitive environment.

This role requires a deep understanding of IM’s services, programs, workflows, systems, and processes across all lines of business.

4-year college degree preferred.

Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to [email protected].

Requisition : J0076276

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