At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.
We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.
Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.
The Job
Solution Development Manager's (SDM) provide customer-facing digital product expertise for IRM’s enterprise accounts. Responsible for driving sales for Iron Mountain Digital solutions within a defined segment of the Iron Mountain customer base, SDMs are critical members of the Digital Business Unit.
Bringing a passion for problem-solving and knowledge about all things digital at Iron Mountain, the SDM drives the highest levels of customer centricity to enable IRM customers achieve their transformation goals. Acting as the subject matter expert for digital within the customer organisation, the SDM will be responsible for interfacing with customer-facing team members to deliver Iron Mountains digital solutions to senior-level business stakeholders.
The SDM will proactively manage deals within an assigned portfolio and work closely with IRM sales teams to drive digital sales for this portfolio. SDMs are expected to proactively identify opportunities, upsell and cross-sell digital solutions, and manage the end-to-end sales cycle management and overall customer relationship.
The Responsibilities
Effective internal teaming with Iron Mountain sales teams to support end-to-end deal lifecycle activities, including pipeline creation and account planning, solution design initiation, and maximising IRM digital value proposition
Proactive assessment of customer’s current and potential digital needs to effectively position, expand/upsell opportunities and new sales plays for Digital offerings
Develop and implement strategies and business plans through understanding the customer’s business model and understanding the customer's unique value proposition in the marketplace
Coordinate all deal logistics and approvals across sales, operations, professional services, legal and operations from deal qualification to signature
Effective storytelling employing qualitative and quantitative analyses to translate customer requirements into a comprehensive solution
Work with technical Solution Architect to effectively qualify and position IRM’s Digital solution offerings for customers by assessing their problems or opportunities and highlight IRM’s areas of strength and competitive advantages
Maximise deal profitability through leading negotiation process and ensuring an acceptable on-time outcome
Work with customers to influence RFP development so the solution offering is best positioned to win.
Lead a proposal response team when needed
Activity within industry associations in the market to increase IRM awareness, through attending conferences, penning whitepapers and keeping current within market trends
Continual education to stay informed on latest best practices and development in enterprise-level digital transformation solutions
The Person
Strong background and knowledge of enterprise-level digital transformation solutions, including digitisation services, intelligent document processing, automation solutions, cloud migration services, information governance, content service platform solutions, AI / ML modeling, strategic account management, sales process and solution selling
Minimum of 5 years of direct sales experience in large, complex services based organisations to executive-level buyer
Demonstrated success in selling digital solutions to senior level executives
Proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions
Passion for problem-solving and data-driven analysis to drive customer outcomes
Ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities
Exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies
Customer-first and growth-focused mindset - always looking for ways to help clients reach their transformational objectives
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
Ability to make business decisions and think in broad terms, considering the impact to the entire company
Ability to influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
Excellent communication, teaming and presentation skills
Strong business acumen and account planning skills.
Experienced meeting or exceeding multimillion-dollar quota goals
Proficient in Microsoft Outlook, Excel, Work and PowerPoint
Prior experience using a CRM
