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Digital Solution Sales Manager

2 weeks ago

Melbourne, Victoria, Australia Iron Mountain Full time $90,000 - $120,000 per year

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 members 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, the 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

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.