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Strategic Large Deals Executive
Iron Mountain. Lead qualified, high-value enterprise pursuits introduced by account teams .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise deal leadership, applying frameworks like MEDDICC for effective qualification and negotiation. Capable of designing pricing structures and managing transitions to digital environments while ensuring operational buy-in.
Highest-signal resume keywords
Enterprise Deal LeadershipMEDDICC Methodology ExpertiseFinancial And Commercial AcumenPricing Mechanics And TCO/ROI ModelingMatrix Leadership And Collaboration
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Enterprise Deal LeadershipPricing MechanicsTCO/ROI Business ModelingContract NegotiationCommercial Pricing StructuresDeal GovernanceQualification FrameworksTransition ManagementOperational Buy-InMulti-Service Transactions
Soft Skills
Exceptional Emotional IntelligenceCollaborationMatrix Leadership
Industry Keywords
B2B Technology ServicesManaged Service ProvidersSystems IntegratorsStrategic ConsultingC-Level EngagementOperational Pain PointsClient SuccessDelivery TeamsAccount TeamsEnterprise Procurement
About the role
Key responsibilities & impact- Lead qualified, high-value enterprise pursuits introduced by account teams
- Apply disciplined qualification frameworks such as MEDDICC to establish win strategies, deal governance, and structured closing roadmaps
- Partner with frontline sellers and direct internal matrix teams including solution architects, pricing analysts, delivery leads, and legal counsel
- Facilitate discovery to uncover customer operational pain points, quantify total cost of ownership (TCO), and build ROI models for C-level executives
- Design commercial pricing structures balancing customer affordability with long-term profitability
- Manage the economics of transitioning physical records estates into digital and automated environments
- Lead commercial and contract negotiations under tight execution windows
- Secure operational buy-in and ensure smooth handovers to delivery and client success teams
Requirements
What you’ll need- 10+ years of enterprise deal leadership across B2B technology services, Tier-2 managed service providers (MSPs), systems integrators, or strategic consulting
- Proven track record shaping, negotiating, and closing multi-million-dollar, multi-service enterprise transactions ($3M–$10M+ TCV)
- Strong financial and commercial acumen
- Hands-on capability in pricing mechanics, margin structuring, and TCO/ROI business modeling
- Methodology expertise in MEDDICC or formal opportunity qualification frameworks
- Exceptional matrix leadership and EQ
- Ability to collaborate with existing account owners and navigate complex enterprise procurement committees
- Tertiary qualifications in Business, Commerce, Law, Information Technology, or a related discipline are highly regarded
Benefits
Comp & perks- Attractive base salary
- Uncapped incentive/commission structure
- Superannuation
- Hybrid working model balancing client engagement, site visits, and remote/home flexibility
- Access to global enterprise sales frameworks
- Structured leadership pathways
- Continuous professional learning opportunities
- Corporate wellness initiatives
- Paid parental leave policies
- Comprehensive Employee Assistance Program (EAP)