Iron Mountain
Partner Solution GTM Lead
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Partner Solution GTM Lead
Solution GTM Lead
At Iron Mountain, we believe that exceptional work creates meaningful impact for our customers, employees, and the planet. We’re looking for passionate individuals—whether you're embarking on your career or considering a career change—to join us and elevate your contributions in a culture that values your unique skills.
Iron Mountain specialises in expert, sustainable solutions across:
- Records and information management
- Digital transformation services
- Data centers
- Asset lifecycle management
- Fine art storage, handling, and logistics
We partner with 225,000 customers globally to protect their critical assets—be it sensitive data, cultural treasures, or compliance essentials—through innovative, socially responsible solutions.
Are you ready to grow with us while deepening your expertise? If so, let’s begin the conversation.
Role Requirements
Reports To: Senior Director, Partner GTM
Role Summary
The Solution GTM Lead is the architect behind Iron Mountain’s market-entrance strategy. Transitioning from an Internal Communicator to a Narrative Engineer, this role designs "Sales-in-a-Box" kits that clarify Compliance Risks (e.g., MLR40) while positioning InSight DXP as the solution.
Key Responsibilities
- Market Analysis: Collaborate with Product teams to identify and expand market opportunities. Leverage partners to strengthen competitive positioning.
- Partner GTM & Ecosystem: Build ecosystem partnerships to drive impactful lead generation.
- Campaign Development: Coordinate with Central Marketing to adapt vertical assets for co-branded lead generation (e.g., webinars, whitepapers) with a cloud-first approach.
- Sales Plays: Create and deploy high-impact "Sales Plays" (e.g., MLR40 Audit-Ready) to equip Regional field teams strategically.
- Top-of-Funnel (ToF) Generation: Drive monthly performance on "Partner-Accepted Pipeline" metrics by steering high-intent leads to Product Development Managers (PDMs).
- Competitive Intelligence: Maintain battlecards that benchmark Iron Mountain’s cloud-integrated SaaS solutions against competitors.
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Key Requirements
- 7+ years in Product Marketing, Vertical GTM, or Sales Enablement.
- Deep regulatory expertise in BFSI, Healthcare, or Public Sector (e.g., MLR40, HIPAA compliance).
- Exceptional storytelling skills, capable of simplifying complex SaaS workflows for stakeholders.
Core Tasks
- Engineering Alignment: Synchronise roadmaps with engineering (e.g., RoB/cadence) to refine Partner Roadmaps for market innovation.
- Major Events: Develop and execute event strategies for ReInvent, Next, and MS summits.
- IRM Partner Ecosystem: Analyse partnerships, assess areas for expansion, and onboard new GTM partners.
- Partner Days: Host workshops for incentives, awards ceremonies, and talent recruitment.
- "Sales-in-a-Box" Development: Develop tools like:
- MLR40 "Audit-Ready" kits (battlecards, 3-question discovery guides, "Why Iron Mountain?" decks).
- Co-Sell materials (vertical audience content, briefing resources).
- Co-Sell Campaigns: Oversee joint webinars and target executive roundtables to generate MQLs (Marketing Qualified Leads).
- Credit & Funding: Oversee allocation, utilisation, and reporting of partner credits.
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Compensation & Benefits
- Salary range: $163,400.00 – $217,900.00 (plus commissions).
- Articulate adjustments based on various factors (location, experience, qualification).
[For full EEO policy, pay transparency, and accommodation requests, visit our supplement](https://www.ironmountain.com)
About Iron Mountain
Iron Mountain is a globally trusted security provider serving over 225,000 clients across 60 countries. Our services safeguard:
- Billions of critical assets
- Highly confidential and sensitive data
- Invaluable art and historical artifacts
Through technologies like information management, digital transformation, and cloud solutions, we reduce risk, enhance compliance, and drive sustainability. Learn more about our Values & Code of Ethics here.
Diversity & Inclusion
Iron Mountain upholds equitable employment principles, emphasising fairness across race, religion, sex, age, disability, veteran status, gender identity, and more.
- Need accommodations? Email: accommodationrequest@ironmountain.com
- For further details, visit our EEO mandate Supplement or Policy Document for particulars.
Iron Mountain: Trust. Republish. Protect.
*(Category: Sales)
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