Iron Mountain is seeking a seasoned Strategic Large Deal Seller to lead and architect our highest-value enterprise transactions across Australia. This is not a traditional cold-outbound hunting role. Instead, you will act as a consultative deal architect and pursuit leader, partnering directly with our frontline enterprise sellers once high-potential opportunities are identified. Stepping in at the critical qualification and strategy phase, you will marshal multidisciplinary teams, craft compelling financial business cases for C-level executives, and guide complex, multi-service pursuits across the line. What You’ll Do
• Lead Complex Pursuits: Take the lead on 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.
• Co-Sell & Orchestrate Teams: Partner shoulder-to-shoulder with frontline sellers while directing internal matrix teams including solution architects, pricing analysts, delivery leads, and legal counsel to shape unified enterprise propositions.
• Build Executive Business Cases: Facilitate deep-dive discovery to uncover customer operational pain points, quantify total cost of ownership (TCO), and build ROI models that satisfy CFOs, CIOs, and Chief Risk Officers.
• Structure Innovative Commercials: Design creative commercial pricing structures that balance customer affordability with long-term profitability, managing the economics of transitioning physical records estates into digital and automated environments.
• Drive Commercial Closure: Lead commercial and contract negotiations under tight execution windows,



securing operational buy-in and ensuring smooth handovers to delivery and client success teams. What You’ll Bring
• 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).
• Robust financial and commercial acumen, with 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, with a natural ability to collaborate seamlessly 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.

What We Offer
• Competitive Total Rewards: Attractive base salary, uncapped incentive/commission structure, and superannuation.
• Work-Life Balance & Flexibility: Hybrid working model balancing client engagement, site visits, and remote/home flexibility.
• Continuous Growth & Development: Access to global enterprise sales frameworks, structured leadership pathways, and continuous professional learning opportunities.
• Global Brand & Impact: The opportunity to represent an S&P; 500 global leader and shape the growth of our dedicated Resources portfolio across Western Australia.
• Employee Wellbeing & Support: Access to our comprehensive Employee Assistance Program (EAP), corporate wellness initiatives, and paid parental leave policies.

📌 Strategic Large Deals Executive (Melbourne)
🏢 Iron Mountain
📍 Melbourne