Solution Development Specialist - Remote

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.

Description:

Iron Mountain is seeking a Pre-Sales Solution Development Specialist (SDS) to support national and enterprise accounts. The ideal candidate will have 4+ years of experience in outsourced document imaging, digital capture services, technical solution design, and subscription software sales for teams within an Enterprise organization. The Solution Development Specialist will be essential to the continued success and growth of our Global Digital Solutions (GDS) business. The SDS position is a remote position.

Technical Subject Matter Expertise:

The Solution Development Specialist will have the ability to communicate a clear understanding of modern as well as historical Enterprise technology regarding document imaging, indexing capture processes (manual and electronic), content repository management, data protection and archiving solutions based on experience from a background in Pre-Sales solutions design, architecture, implementation, administration, or sales engineering for relevant solutions. The Solution Development Specialist will leverage this expertise to properly design, position and sell Iron Mountain solutions to solve prospects business and technical requirements.

Presentation and Communication:

The Solution Development Specialist will be responsible for understanding, designing, and positioning Iron Mountain digital solutions. They will partner with the Iron Mountain sales organization to gain an understanding of the customer’s technical and business challenges and appropriately architect, demonstrate and position Iron Mountain solutions to solve these challenges.

Proven ability to advance sales:

The Solution Development Specialist will assist the Iron Mountain sales organization to advance customer engagements. The Solution Development Specialist is engaged by the Iron Mountain sales team when an opportunity is identified and qualified to aid in deal advancement. This advancement includes setting expectations, positioning value and providing solution design to solve customer technical and business challenges. The Solution Development Specialist’s goal is to increase Iron Mountain digital solutions sales.

Responsibilities:

• Scoping and Solution Design across the Iron Mountain Digital portfolio
• Understand customers physical and digital information environment and identify challenges; provide problem solving as it relates to Iron Mountain services
• Provide solution configuration recommendations, architectural diagrams, quote/schedule/contract/SOW creation, modification and support
• Present solution overviews and demonstrations
• Answer sales teams questions and provide training as needed
• Support technical portion of RFPs and RFQs
• Exceed assigned pipeline and quota achievement

KPIs:

• Number and size of opportunities supported
• Solution Designs and successful customer business outcomes
• Bookings supported
• Revenue achieved for digital solutions

Preferred experience:

4+ Years of experience and/or certifications in at least 2 of the following primary disciplines:

Primary:

• Experience in solution development, pricing and demonstrating scanning, outsourced imaging services
• Experience in indexing technologies, manual (offshore and onshore) and digital (OCR, ICR, ML, HITL)
• Content Services, Workflow, Business Process Management and Information Governance
• Cloud SaaS experience in the content services platform and information management market
• Knowledge in data recognition / analysis technologies and how they are used in Machine Learning, Data Analysis, Artificial Intelligence, Cognitive Neural Networks, ECM-solutions, Document Management
• Background and proven experience of consultative solution approaches, pre-sales process and technology focused-solution selling

Additional Requested:

• Ability to team effectively internally at Iron Mountain and externally with customer personnel
• 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 make decisions and think in broad terms, considering the impact to the entire company.
• Enterprise Data Protection - Understanding of security, backup, recovery and data protection applications
• Enterprise data archiving techniques and applications

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Category: Sales