Strategic Large Deals Executive

About the role

Iron Mountain, a global provider of records and information management, digital transformation, data centers, asset lifecycle management and fine art storage, is seeking a Strategic Large Deals Executive to lead its highest-value enterprise transactions across Australia. This is not a traditional cold-outbound role: you act as a consultative deal architect and pursuit leader, partnering with frontline enterprise sellers once high-potential opportunities are identified, and guiding complex, multi-service deals through qualification and strategy.

Key responsibilities

• Lead qualified, high-value enterprise pursuits introduced by account teams, applying disciplined qualification frameworks such as MEDDICC to set win strategies, deal governance and closing roadmaps.
• Co-sell with frontline sellers and direct internal matrix teams including solution architects, pricing analysts, delivery leads and legal counsel to shape unified enterprise propositions.
• Build executive business cases: uncover customer pain points, quantify total cost of ownership (TCO) and build ROI models for CFOs, CIOs and Chief Risk Officers.
• Design creative commercial pricing structures that balance customer affordability with long-term profitability, covering the transition of physical records estates to digital and automated environments.
• Drive commercial and contract negotiations under tight execution windows, securing operational buy-in and ensuring smooth handovers to delivery and client success teams.

Required profile

• 10+ years of enterprise deal leadership across B2B technology services, Tier-2 managed service providers (MSPs), systems integrators or strategic consulting.
• Proven track record of shaping, negotiating and closing multi-million-dollar, multi-service enterprise transactions ($3M-$10M+ TCV).
• Tertiary qualifications in Business, Commerce, Law, Information Technology or a related discipline are highly regarded.

Required skills

• Strong financial and commercial acumen, with hands-on pricing mechanics, margin structuring and TCO/ROI modelling.
• MEDDICC or other formal opportunity qualification frameworks.
• Exceptional matrix leadership and EQ, collaborating with account owners and navigating enterprise procurement committees.

What we offer

• Base salary, uncapped incentive/commission structure and superannuation.
• Hybrid working model balancing client engagement, site visits and remote/home flexibility.
• Global enterprise sales frameworks, leadership pathways and professional learning.
• Employee Assistance Program, corporate wellness initiatives and paid parental leave.