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The Job:
Iron Mountain (IRM) is seeking a Digital Solution Sales Manager 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, SDEs 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 SDE 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 SDE will ben 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.
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 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
The Person:
- 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.
- Minimum of 5 years of direct sales experience in large, complex services based organizations.
- 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.
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
