Solution Desk Deal Specialist

The Job

The Solution Desk Specialist (SDS) is responsible for meeting and exceeding revenue quotas by working through the existing sales organisations to sell Document Management Solutions (DMS) services to prospects and Iron Mountain customers. As the DMS Subject Matter Expert (SME) the SDS will assist with opportunity qualification and is responsible for developing document conversion and workflow solutions. This position will organize, plan, direct and coordinate all DMS sales activities in conjunction with the Sales owner. The SDS should be skilled in understanding customer business needs, creating solutions using Iron Mountain's services, documenting and presenting solutions and preparing supporting Statements of Work.

The Responsibilities

• Identify customers' current and potential needs through a methodical sales discovery process and the performance of customer assessments to collect and analyse data for purposes of solution development
• Map identified customer needs to the applicable Iron Mountain service offerings and develop messaging strategies to effectively articulate solution value
• Develop appropriate contacts to leverage DMS solutions throughout the customer/prospect organisation. Strong relationships with business owners and decision makers are necessary
• Develop and deliver high level presentations
• Develop Statements of Work (SOW) based on customer requirements
• Develop, review and provide guidance on pricing
• Coordinate account service level agreements with participating Iron Mountain divisions and business partners when appropriate
• Articulate service offerings and demo DMS products
• Develop ancillary relationships to assist in penetrating accounts

The Person

• Experience selling DMS services to prospects and customers in assigned area.
• Be able to understand customers' physical and electronic document management challenges and design integrated solutions to meet customers' needs.
• Demonstrate significant experience with client business relationship development and have the ability to provide thorough business applications analysis with financial justifications to clients.
• Strong ability to understand the DMS suite of services, clearly communicate client needs and the ability to close a deal.
• Knowledge of Document Management Solution services is a requirement.
• Ability to lead customer discussions during the assessment and solution design process (this may include various horizontal and vertical levels within a customer's organisation).
• Identify areas of opportunity to provide enhanced solutions that create value for the customer.
• Ability to develop solutions within the framework of a customer's situation and Iron Mountain's range of offerings.
• Ability to interact with all levels within the sales organisation, as well as, across horizontal and vertical levels within a customer' organisation.
• Minimum of 5 years' experience in pre-sales and/or sales, specifically in selling Document Management and Records Management solutions.
• Strong working knowledge of Electronic Content Management (ECM) solutions and Document Management Systems (DMS).
• Must possess strong oral, written, presentation, and interpersonal skills and possess characteristics that demonstrate ethical professionalism, assertiveness, adapts quickly to change, and catalyst for influencing others.

The Company

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.