Solution Development Manager

At Iron Mountain we protect what our customers value most, from the everyday
to the extraordinary. We build customer value around the world with a passion
for preserving the physical, transforming the digital, and respecting the
environmental. We pioneered the industry for global records and information
management and have established some of the best customer relationships in the
industry with ‎95% of the Fortune ‎1000 companies among our ‎225,000 loyal
customers. Here, you'll bring your expertise and creativity to a workplace
that thrives on continuous improvement. Here, you'll be part of a global
workforce that embraces the differences among us. And here, we'll encourage
you to Climb Higher for the benefit of our customers and each other. There is
so much more, but enough about us. We can't wait to hear about YOU.
About The Opportunity
Iron Mountain (IRM) is seeking a Digital Solution Development Manager (SDM) to
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. Key responsibilities include generating,
qualifying and executing on leads to sell digital solutions, including
digitization services, intelligent document processing, information
governance, cloud solutions, and more.
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 organization, the SDM will be
responsible for interfacing with customer-facing team members to deliver Iron
Mountains digital solutions to senior-level business stakeholders.
The SDE will proactively manage deals within an assigned portfolio and work
closely with IRM sales teams to drive digital sales for this portfolio. SDEs
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.
You'll Get:
* 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 maximizing IRM digital value proposition
* Proactively assesses customer's current and potential digital needs to effectively position, expand / upsell opportunities and new sales plays for Digital offerings.
* Develops and implements strategies and business plans through understanding the customer's business model and understanding the customer's unique value proposition in the marketplace.
* Responsible for coordinating 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
* Working 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
* Responsible for maximizing deal profitability through leading negotiation process and ensuring an acceptable on-time outcome
* Successful experience in working with customers to influence RFP development so the solution offering is best positioned to win. The SDE will also have strong proposal writing experience and be able to 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
You Will Bring:
* Candidates must have a strong background and knowledge of enterprise-level digital transformation solutions, including digitization 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.
* Must have the 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
* Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
* Must 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.
* Candidates should be able 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.
Your Qualifications:
* Strong digital transformation domain knowledge
* Professional Services/Consulting professional with ‎5+ years of direct selling experience to executive-level buyers.
* Demonstrated success in selling digital solutions to senior level executives.
* Excellent communication, teaming and presentation skills.
* Strong business acumen and account planning skills.
* Minimum of four-year college degree
* Experienced meeting or exceeding multimillion-dollar quota goals
* Knowledge of IDP and CSP solutions.
* Proficient in Microsoft Outlook, Excel, Work and PowerPoint
* Prior experience using a CRM
What We Offer:
* Uncapped commission
* Hybrid working
* A defined and achievable career path
* Be part of an ever evolving global organisation focused on transformation and innovation.
* A support system where you have a safe place to voice your opinion, share feedback, and be your true authentic self.
* Global connectivity to learn from ‎26,000+ teammates across ‎52 countries.
* Be part of a winning team who embrace diversity, inclusion, and our differences.
Category: Sales
Iron Mountain Incorporated, founded in ‎1951, is the global leader for storage
and information management services. Trusted by more than ‎225,000
organizations around the world in approximately ‎50 countries, Iron Mountain
stores and protects billions of valued assets, including critical business
information, highly sensitive data, and cultural and historical artifacts.
Providing solutions that include information management, digital
transformation, secure storage, secure destruction, as well as data centers,
cloud services, and art storage and logistics, Iron Mountain helps customers
lower cost and risk, comply with regulations, recover from disaster, and
enable a digital way of working.
Our Cores Values and Code of Ethics are our north star. They provide a solid
base for how we do business and behave every day, so each one of us can
experience exceptional.
If you have a physical or mental disability that requires special
accommodations, please let us know by sending an email to
[email protected]. See the Supplement to learn more about
Equal Employment Opportunity.
Iron Mountain is committed to a policy of equal employment opportunity. We
recruit and hire applicants without regard to race, color, religion, sex
(including pregnancy), national origin, disability, age, sexual orientation,
veteran status, genetic information, gender identity, gender expression, or
any other factor prohibited by law.
To view the Equal Employment Opportunity is the Law posters and the
supplement, as well as the Pay Transparency Policy Statement, CLICK HERE
Requisition: J0059756