Digital Sales Manager

2 weeks ago

bangalore, India Iron Mountain Full time

About the role:

Iron Mountain (IRM) is seeking a Digital Solution Development Executive (SDE) 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, SDEs 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, information governance, cloud solutions, and more.


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


The SDE will proactively manage deals within an assigned portfolio and work closely with IRM sales

teams to drive digital sales for this portfolio. SDEs 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

● 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.


Qualifications:

● 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

● Able to collaborate at all levels within Iron Mountain and serve our customers from operational to C- level

● 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

● Strong digital transformation domain knowledge

● With a minimum of 5 years of direct sales experience in large, complex services based organizations to executive-level buyer

● Demonstrated success in selling digital solutions to senior level executives.

● Experienced meeting or exceeding multimillion-dollar quota goals

● Knowledge of IDP and CSP solutions.

● Proficient in Google Desktop and Salesforce

● Prior experience using a CRM

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