Digital Solution Development Executive

3 weeks ago

Other US Location Iron Mountain Full time

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That's why we need smart, committed people to join us. Whether you're looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.

Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Summary

Provides customer-facing digital product expertise for deals that meet product-specific deal size thresholds to support generalist Sales teams. Support sellers from qualification through solution scoping to the negotiation stages of a deal life cycle. Generally not account-assigned; called into accounts as opportunities are identified and may work with account-assigned sellers to close sales of digital products.

Job responsibilities

This specialty overlay position will be responsible for supporting and driving net new digital solutions business in existing and new customer base in a specified Book of Business.

The Solution Development Executive will primarily focus on successfully supporting net new revenue by providing specialist expertise for digital solutions within the Sales process, utilizing platforms such as digital conversion, machine learning, workflow process automation, information governance, and data back-up and cyber event solutions. The role uses a methodology to assess a customer's current state, future needs, and internal and external pressures, to develop digitally-enabled solutions with capabilities within the Iron Mountain digital product portfolio.

As the Solution Development Executive, this position is responsible for having subject matter expert knowledge and understanding of trends at the industry, solution, and system level. Bringing value to Iron Mountain through recognition and promotion of new features and functionalities commonly requested across the market to further enhance and progress Iron Mountain's offerings.

Supporting and driving cross selling new solutions to existing customers, new locations and upselling through prospecting (externally), networking (internally and leveraging Iron Mountain Sales Channel) to increase revenue, growth and quota attainment.

The Solution Development Executive should be skilled in understanding and uncovering customer business needs via a methodical consultative discovery process. The resulting outcome should be a successful collection of the Technical, Financial, and Political wins necessary in a complex solution sale, culminating in a viable, healthy, and accurately forecasted transaction.

Responsibilities:

Ability to assess and identify customers' current and potential information analysis needs. Highlighting sector use cases for machine learning benefits and analysis gains with workflow and information access requirements.

Position Iron Mountain's total digital solution offerings, highlighting areas of strength and competitive advantages to determine and support application opportunities. This include, but are not limited to:

  • Conversion Services
  • InSight platforms
  • Intelligent Document Processing
  • Digital Experience Platform
  • Information Governance services and applications
  • IronCloud and Recovery Services

Responsible for running the sales process for large complex solutions. Lead meetings where product and application subject matter expertise is required.

Facilitate and host workshops with customer's stakeholders to develop and document the required solution meeting InSight capability.

Develop and present customer-facing solutions, presentations, and proposals to a wide range and level of customer stakeholders, up to and including C-Suite.

Maintain in-depth knowledge of Iron Mountain's digital products (existing and future), technologies, competitors, industry trends and best practices.

Serving as a "voice of the customer" on the Product Management and Product Marketing development teams for future versions and enhancements.

Key Skills, Requirements and Competencies:

Bachelor's Degree required.

5-10 years' experience with application software, Software-as-a-Service, Public Cloud platforms, Platforms-as-a-Service and other business solutions for organization improvement and value gain from following specified solutions Machine Learning, Data Analysis, Artificial Intelligence, Cognitive Neural Networks, ECM-solutions, Document Management Systems, Workflow, Business Process Management and Information Governance. Understanding and experience in document conversion and data conversion services is a major benefit.

Proven experience in advanced data recognition technologies knowledge and experience in Google, AWS, and/or Azure ML and Analytics would be advantageous.

Strong background and proven experience of consultative solution approaches, pre-sales/ sales process and technology focused-solution selling.

Excellent written, oral and presentation skills.

Strong interpersonal, planning, and analytical skills.

Self-motivated and a strong drive to seek information and support in succeeding.

Ability to influence and negotiate.

Ability to make decisions and think in broad terms, considering the impact to the entire company.

Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.

Category: Sales

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