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Partner Manager - Real Estate Services

Clutter

Clutter

Denver, CO, USA
Posted on Friday, June 21, 2024

Partner Manager, Real Estate Services

Iron Mountain provides products and services that help organizations drive efficiency and productivity. Many of these services are solutions designed to help companies optimize their real estate portfolios and workspaces and advance sustainability goals. Iron Mountain often delivers these services through partners that are real estate service providers engaged by organizations to manage their facilities.

This role will serve as a key member of the Channel Partner organization focused on ensuring that our partners are promoting Iron Mountain solutions to their clients and assisting them in selling these services. The successful candidate in this role will leverage their expertise and relationships to identify, qualify and position relevant Iron Mountain solutions that align with the needs and priorities of the organizations our channel partners support. As a commissioned seller, the successful candidate will call on and build relationships with key members of our partners’ organizations to identify opportunities and support the sales process. The successful candidate will have had experience selling products and services to real estate professionals, such as corporate real estate leaders, facility managers, as well as the procurement teams that support them. The successful candidate will have experience in the corporate real estate outsourcing environment and a knowledge of the major players in this industry including JLL and CBRE.

Responsibilities:

  • Establish and build global relationships with the partners

  • Work with partners to create and execute joint marketing initiatives to generate demand and boost sales.

  • Educating and enabling partners to ensure they are well-versed in Iron Mountain offerings and can effectively market and sell them.

  • Evaluate and provide feedback on partner performance and suggest areas for improvement.

  • Coordinate with internal teams, including sales, marketing, and product development, to ensure alignment and proper support for selling activities with the partners.

  • Work in tandem with the US/Global Managing Directors (MDs), Business Development Executives (BDEs) and partner enablement to continually improve the partner experience from end to end

  • Work with Iron Mountain's direct sales and customer success teams to position Iron Mountain partners within strategic opportunities

  • Keep current with developments and trends in the corporate real estate industry, including its competitive dynamics and market conditions to identify new opportunities.

  • Oversee partner contracts, agreements, and rewards to ensure adherence and optimize partner satisfaction and performance.

  • Measure and report on key performance indicators, such as revenue goals, partner sales results, and market trends.

  • Understand the nature of the sales cycle in the corporate real estate services outsourcing business and nurture the relationships necessary for successful sales.

  • Meet regularly with the SVP Global Real Estate to provide updates and obtain input

  • Update and present to senior management on channel partner operations, outcomes, and growth prospects.

  • Uncover needs from prospects, propose Iron Mountain solutions and position their value

  • Utilize CRM tool to keep all client information up-to-date and all activities current

  • Actively participate in and represent Iron Mountain in industry associations such as CoreNet Global and IFMA and at partner supplier conferences

Key Skills, Requirements and Competencies:

  • Experienced salesperson selling in the corporate real estate industry including understanding the real estate outsourcing ecosystem and real estate industry terminology

  • Sales & Solutioning experience in the corporate real estate services space

  • Demonstrated history of exceeding sales goals while managing partners in the Facilities Management Space and Corporate Real Estate outsourcing space (CBRE, JLL, etc), including business plan development and execution through sales alignment and pipeline development.

  • Strategic approach to selling via partners leveraging effective communication and rapport-building skills, developing joint sales plans, developing and delivering tailored enablement tools for the partner seller, and engaging in joint sales calls with the partner as appropriate

  • A self starter who will take ownership of the success of the partners while incorporating strategy input from IRM leadership.

  • Understanding of evolving trends and priorities in the real estate services outsourcing and corporate real estate industry

  • Familiarity with and ideally participation in some of the key industry associations such as CoreNet Global, IFMA and BOMA.

  • Professional presence and solid experience communicating with executives

  • Strong verbal and written communication skills

  • Strong interpersonal skills; ability to develop and maintain solid relationships

  • Highly organized, self motivated and someone who takes initiative

  • Exceptional at follow up

  • Ability to travel up to 20%

  • Strong attention to detail

  • Strong client engagement skills

  • Ability to make clients and prospective clients feel valued and to communicate with them in a professional manner

Education/Experience:

  • Minimum of 10 years business/professional experience

  • Minimum of 8 years in business development/sales related to corporate real estate industry

  • College degree in business, real estate or related field

  • Computer proficiency (GSuite, SalesForce, PowerPoint, Word, Excel

Reasonably expected salary range: $154,700.00 - $206,300.00

Category: Sales Operations Group

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here .

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

Requisition: J0073713