Digital Solution Executive

The Job

Iron Mountain (IRM) is seeking a Digital Solution Development Executive 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, this position is a critical member of the Digital Business Unit. Key responsibilities include generating, qualifying and executing on leads to sell digital solutions, including digitisation 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, this position 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, this position will be responsible for interfacing with customer-facing team members to deliver Iron Mountains digital solutions to senior-level business stakeholders.

This position will proactively manage deals within an assigned portfolio and work closely with IRM sales teams to drive digital sales for this portfolio. In this position you 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

- 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 maximising 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

- Strong knowledge of enterprise-level digital transformation solutions, including digitisation services, intelligent document processing, automation, cloud migration, data management, information governance, content service platforms, AI / ML modeling, strategic account management, sales process and solution selling

- Ability to translate the customer needs into solution requirements by creating compelling and high impact value propositions

- Problem-solving with data-driven analysis to drive meaningful customer outcomes

- Ability to influence and negotiate through proven sales skills and needs identification by aligning insights to customer priorities • Excellent communication and presentation skills and in-depth understanding of consultative sales methodologies

- Exceed sales targets and maintain margins

- Customer-obsessed mindset

- Strong interpersonal, planning, analytical skills and business acumen

- Make decisions that impact teams across the region/world

- Influence without authority

- Digital transformation or data management domain knowledge

- With a minimum of 5 years of direct sales experience in large, complex services based organisations to executive-level buyer

- Tertiary education from a recognised institution OR equivalent in professional experience in lieu of OR both

- Proficient in Google Desktop and Salesforce

- Team player, go getter, out of the box thinker, positive energy spreader who is reliable, excitable, stable and on the level

Category: Sales

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here.

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to accommodationrequest@ironmountain.com. 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, here

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