Solution Development Executive

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 stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

The Job

Solution Development Manager's (SDM) 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, SDMs are critical members of the Digital Business Unit.

Bringing a passion for problem-solving and knowledge about all things digital at Iron Mountain, the SDM 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, the SDM will be responsible for interfacing with customer-facing team members to deliver Iron Mountains digital solutions to senior-level business stakeholders.

The SDM will proactively manage deals within an assigned portfolio and work closely with IRM sales teams to drive digital sales for this portfolio. SDMs 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 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
• 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 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
• Understand customers physical and digital information environment and identify challenges; provide problem solving solutions as it relates to Iron Mountain services
• Scoping Iron Mountain solutions across the Digital portfolio
• Present solution overviews and demonstrations
• Answer advanced digital solution questions
• Answer sales teams questions and provide training as needed
• Support technical portion of RFPs and RFQs/RFIs
• Gather and share intelligence on market trends, industry trends and competitors
• Attend relevant trade shows and marketing events to create and advance opportunities
• Provide solution configuration recommendations, architectural diagrams, quote / schedule / contract / SOW creation, modification and support
• Proficient in Total Cost of Ownership (TCO) and Return On Investment (ROI) modeling
• Exceed assigned pipeline and quota achievement.

The Person

• Strong background and knowledge of enterprise-level digital transformation solutions, including digitisation 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 organisations to executive-level buyer
• Strong interpersonal skills as required of a consultant, including the ability to engage and ask the right questions, listen and understand, analyse and process information, correlate customer needs to solutions, plan and respond to address current customer issues and foreseeable issues in the future.
• Able to communicate openly, have discretion as needed, willing to learn and share information/career experiences.
• Possess high degree of self-motivation and an inquisitive curiosity and willing to seek answers.
• Ability to make decisions and think in broad terms, considering the impact on Iron Mountain and our customers.
• Must have the proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions
• 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.
• 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.
• Working knowledge of Electronic Content Management solutions, Document Management Systems, Workflow, Business Process Management and Information Governance
• Understanding of the use of Enterprise Software for structured and unstructured data and content management
• Familiar with Cloud SaaS or on-premise content services, digital storage and information management
• Possess industry-specific expertise around modern digital technologies and their impact in business transformation
• Experienced in consultative solution sales and pre-sales
• Knowledge of Electronic Resource Management, Customer Relationship Management, Document-Content Management, Information Governance and Business Intelligence
• Familiar with enterprise data storage/archiving techniques and applications
• Awareness of cloud storage such as Amazon S3, Microsoft Azure, Google Cloud Platform and on-premise digital storage solutions
• Experienced meeting or exceeding multimillion-dollar quota goals
• Knowledge of IDP and CSP solutions.
• Proficient in Google Desktop and Salesforce

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.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to See the Supplement to learn more about Equal Employment Opportunity.

Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.

To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE

Requisition: J0075601