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.
About the role:
Manager - Solutions Architects, you will own all aspects of our clients’ technical evaluation of our digital solutions, working in partnership with engineering, sales, and project services as a trusted technical and strategic advisor. It will be your job to impress upon our clients our product value proposition and differentiators with a well-developed mix of technical and business understanding, with the flexibility to pivot from business to technical discussions to share our product positioning and our client’s complex architectural landscape. You will also be responsible for setting strategies and standards that will be used across your team, and will impact the growth and benefit other teams globally. You are also a natural coach and mentor to your team, helping them grow, increasing their skills and value to our organization.
Your Role in Our Mission:
Partner with Sales Executives to create and map strategic goals for each client, advancing deals to close
Prepare for all client meetings with Sales Execs, Professional Services, our Partners, and other relevant players to ensure we are jointly presenting a coherent and concise path to success
Coach and guide your team to prepare and deliver value-based demonstrations to our clients, focusing on business-led solutions while tracking the deal progress
Conduct in-depth discovery sessions for clients and partners with empathy to ensure we clearly understand their pains and qualify our solutions and services to match their needs
Become a subject matter expert in specific areas relevant to our business and able to provide advisory consulting services to other Solutions Architects and others in Iron Mountain
‘Walk the Halls’ at strategic accounts to build customer relationships and grow our footprint there, in products and services
Make presentations to all members of the clients’ buying journey, including technical, business, and C-Suite participants
Respond to RFPs, RFQ’s and build proposals for clients, and lead teams in the curation of re-usable content to accelerate and optimize RFP / RFQ responses.
Partner with members of Engineering to understand and influence the product backlog, sharing client feedback, and forming strategies and responses to client’s technical objections and challenges.
Present our products and services at events like conferences, trade shows, webinars, or other marketing events.
Create, Scope and Solution architecture design documents to be shared internally as well as our clients ● Responsible for pricing of deals and subsequent authoring of the SOWs.
Support complex pricing models and solution designs. Responsible for solution design reviews and getting the solution approved for deal reviews.
Form partnerships with key internal stakeholders - engineering, professional services, revenue management, finance, operations, etc on a deal and get inputs to ensure accurate pricing.
Bachelors or Masters degree in a related field
At least 10 years of experience in Pre-Sales consulting or Professional Consulting services with a passion for both winning the technical aspects of deals and for long-term customer success
At least 5 years of experience in team building, leadership, vision casting, team member coaching, and deal tracking through each stage
Understanding of basic ECM, BPM, App-Dev, and AI/ML concepts with the ability to articulate all to non-technical clients in a way that showcases value
Understanding of deployment architecture and be able to effectively articulate the differences and benefits - cloud, on-prem
Excellent written and verbal communication skills, building presentations and design sessions, and facilitating customer discussions
Able to build a team of presales architects, managing work loads and schedule
Deep understanding of major cloud Infrastructure providers and functional services such as AWS and GCP, and how we co-benefit
Strong familiarity with discussing, building, and Low-Code platforms as well as configurable solutions. IDP and document management experience is a plus
Proven success guiding customers through the entire lifecycle of a complex software deal
Demonstrated background partnering with product management, engineering, and project services teams
A proven track record building custom demos and POCs both independently and leading a team
Outside the box thinker: You understand your software and services ecosystem and can strategically pull together solutions with multiple partners when needed
Hunger to learn new disciplines, concepts, and technologies, with the ability to capture actionable feedback and make meaningful adjustments to ensure success
Interested candidates can apply for the role through this post or share the updated resumes with runa.singha@ironmountain.com.
Thanks and Regards,
TA Team