Digital Solution Executive
- Job Category: Sales
- Job Type: Full time
- Reqid: J0082861
Digital Solution Executive
Description:
Iron Mountain (IRM) is seeking a Digital Solution Executive (SE) to provide customer-facing digital transformation 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, SEs 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, content service platform, information governance, cloud solutions, and more.
Bringing a passion for problem-solving and knowledge about all things digital at Iron Mountain, the SE 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 SE will be responsible for interfacing with customer-facing team members to deliver Iron Mountains digital solutions to senior-level business stakeholders.
The SE will proactively manage deals within an assigned portfolio and work closely with IRM sales teams to drive digital sales for this portfolio. SEs 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.
Key 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 SE 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
What excites us:
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 Sales/Consulting professional with 5+ years of direct selling experience to executive-level buyers.
Demonstrated success in selling digital solutions to senior level executives.
Knowledge of Content Services Platform solutions.
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
Proficient in Microsoft Outlook, Excel, Work and PowerPoint
Prior experience using a CRM
#LI-Remote
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.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE
Requisition: J0082861
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