Enterprise Sales Leader

Drive sales for enterprise accounts by generating, qualifying and executing on leads to sell digital solutions.

The successful candidate will be a key member of the Digital Business Unit, responsible for driving the highest levels of customer centricity to enable customers to achieve their transformation goals.

This role acts as the subject matter expert for digital within the customer organisation, interfacing with customer-facing team members to deliver digital solutions to senior-level business stakeholders.

• Internal teaming with sales teams to support end-to-end deal lifecycle activities.
• Proactive assessment of customer's current and potential digital needs to effectively position, expand / upsell opportunities and new sales plays for Digital offerings.
• Development and implementation of strategies and business plans through understanding the customer's business model and unique value proposition in the marketplace.
• Deal logistics coordination 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.
• Collaboration with technical Solution Architect to qualify and position IRM's Digital solution offerings for customers by assessing their problems or opportunities and highlighting IRM's areas of strength and competitive advantages.
• Negotiation process leadership to maximise deal profitability and ensure an acceptable on-time outcome.
• Influencing RFP development with customers so the solution offering is best positioned to win.
• Maintenance of industry associations activity to increase IRM awareness through attending conferences, writing whitepapers and staying updated within market trends.
• Continual education to stay informed on latest best practices and developments in enterprise-level digital transformation solutions.

• 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 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.
• Exceeding sales targets and maintaining margins.
• Customer-obsessed mindset.
• Strong interpersonal, planning, analytical skills and business acumen.
• Making decisions that impact teams across the region/world.
• Influencing without authority.
• Digital transformation or data management domain knowledge.
• Minimum 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.
• Proficiency 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.

A global leader in information management and storage, protecting 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 environment.

We have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 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.