Iron Mountain Solution Sales Specialist in Dobrovíz, Czech Republic
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary, while helping them bridge the physical and digital world. Our people have the opportunity to bring their creativity to a workplace that thrives on change. Here, you will be part of a team that doesn’t just embrace what’s exceptional. It creates exceptional.
Sales Specialists focus on supporting Iron Mountain sales teams for net new and up-sell revenue opportunities for digital solutions within Iron Mountain’s customers. Specialists will support those teams with general enablement and customer interactions related to deal qualification, discovery, scope/fit, competitive positioning and close plans. They aid in the overall customer engagement to help sell digital solutions. Additional responsibilities include:
Reporting: Will report within a specialist team and aligned to support the Global RIM Organization (GRO) and Global Industry (GI) Sales teams.
Enablement: The Solution Sales Specialist will continuously enable and support the Iron Mountain sales teams to elevate their abilities to assess prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions. Develop and implement strategies and business plans through understanding the customers’ business model, planning and decision making channels from understanding the customer's value proposition, and ability to explain how they differentiate themselves in the marketplace. Position and illustrate alternative ways of creating the real value of IRM’s total solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages.
Direct Engagement: For larger and more complex opportunities, the Solution Sales Specialist will directly engage on the opportunity. In that capacity, the Solution Sales Specialist will support the seller to assess the prospective customer’s current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions. Develop and implement strategies and business plans through understanding the customers’ business model, planning and decision making channels from understanding the customer's value proposition, and ability to explain how they differentiate themselves in the marketplace. Position and illustrate alternative ways of creating the real value of IRM’s total solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages.
Goals: Support digital solutions bookings, enable Iron Mountain sales teams to build customer relationships through strategic conversations to understand organizational business objectives and goals and identify key customer decision maker(s) to structure partnership strategy as it relates to customer requirements. Ensure frequent communication to enable Iron Mountain sales teams to achieve superior customer satisfaction and to keep customers educated on emerging industry trends related to customer’s organizational information management and digital solutions needs. Effectively support opportunities to increase win rate and overall opportunity size.
Market Awareness: Activity within industry associations in the market to increase IM awareness, through attending tradeshows, reviewing whitepapers and staying current within market trends.
Proactive sales engagement : Assist the assigned Iron Mountain sales teams in maintaining a consistent pipeline that enables meeting and exceeding quota attainment. Support activities to manage pipeline and account activity include prospecting, account planning, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings.
Responsible for identifying new areas of opportunity for the sales team and assisting the team with selling and closing those new areas, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
Partner with Iron Mountain sales teams on renewals and work through any RFP process by identifying gaps in current contract in place and understanding customer needs in order to successfully renew the contract, partnering with other Iron Mountain departments as necessary. Negotiate pricing and SLA as appropriate to drive customer retention strategy.
Must have a strong background and knowledge of strategic account management, sales process and solution selling
Minimum of three years of direct software or technology sales experience in a relevant services based industry or equivalent
Experience with Information Management, Content Management, Document Management and/or digitization solutions
Must have the proven ability to translate and qualify the customer need(s) into solution requirements through creating powerful value propositions
Have the ability to reach and influence decision makers through proven sales skills and needs identification by aligning unique insights to key customer priorities and consultative selling
Must exhibit excellent written, oral and presentation skills through power messaging
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
Have strong relationship building skills to quickly develop customer rapport, build confidence in both you and Iron Mountain, and create trust leading to generating new business
Ability to team effectively at all levels of IRM and customer personnel (to include C-level) on a wide range of topics and issues - experience in complex sales organizations
Demonstrate strong sales posturing where as a seller you are perceived as a confident, trusted advisor and on an equal business stature
Possess sales technology skills embracing salesforce.com, video conferencing for selling, business social networking and utilizing sales enablement/marketing tools to their advantage
Category: Sales (SL)
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.
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