Iron Mountain Senior Solution Architect, Insight in Dover, Delaware
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.
Sr Solution Architect, InSight
This pre-sales position will be responsible for supporting and driving net new digital solutions business in existing and new customer base in a Specified Territory.
The Sr Solution Architect will primarily focus on successfully supporting net new revenue by providing specialist expertise for digital solutions within the Sales process, utilizing platforms such as digital conversion, machine learning, workflow process automation, and information governance. Assessing a customer’s future needs and existing position to develop the required service using the available capabilities within the Iron Mountain digital product portfolio.
As the Sr Solution Architect, this position is responsible for having subject matter expert knowledge and understanding of trends at the industry, solution and system level. Bringing value to Iron Mountain through recognition and promotion of new features and functionalities commonly requested across the market to further enhance and progress Iron Mountain’s offerings.
Supporting and driving cross selling new solutions to existing customers, new locations and upselling through prospecting (externally), networking (internally and leveraging Iron Mountain Sales Channel) to increase revenue, growth and quota attainment.
The Sr Solution Architect should be skilled in understanding and uncovering customer business needs via a methodical consultative discovery process. In addition, the Sr Solution Architect must be able to demonstrate success in designing, documenting and communicating complex technology integrated business solutions to senior level executives.
Ability to assess and identify customers’ current and potential information analysis needs. Highlighting sector use cases for machine learning benefits and analysis gains with workflow and information access requirements.
Positioning of Iron Mountain’s InSight total solution offerings, highlighting areas of strength and competitive advantages to determine and support application opportunities
Responsible for development and implementation of strategic business plans for managing large complex solutions in a multi-solution environment to support the customers end solution. Lead meetings where product and application subject matter expertise is required.
Responsible for scoping, pricing, creating proposals and statements of work together with the Sales lead. Facilitate and host workshops with customer’s stakeholders to develop and document the required solution meeting InSight capability.
Developing and presenting customer facing solution demonstrations and presentations to a wide range and level of customer stakeholder up to and including C-Suite. Take the lead in demonstrations and presentations where detailed knowledge of the solution is required to be conveyed at a technical or operational detail level.
Maintain in-depth knowledge of Iron Mountain’s digital products (existing and future), technologies, competitors, industry trends and best practices.
Serving as a “voice of the customer” on the Product Management and Product Marketing development teams for future versions and enhancements
Key Skills, Requirements and Competencies:
Bachelor’s Degree required
5-10 years’ experience with application software, Software-as-a-Service, Public Cloud platforms, Platforms-as-a-Service and other business solutions for organization improvement and value gain from following specified solutions Machine Learning, Data Analysis, Artificial Intelligence, Cognitive Neural Networks, ECM-solutions, Document Management Systems, Workflow, Business Process Management and Information Governance.
Proven experience in advanced data recognition technologies knowledge and experience in Google ML and Analytics would be advantageous
The ability to develop, design and communicate solutions that map to customer current and future needs and requirements.
Strong background and proven experience of consultative solution approaches, pre-sales/ sales process and technology focused-solution selling.
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 influence and negotiate.
Ability to make decisions and think in broad terms, considering the impact to the entire company.
Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.
US: Iron Mountain is an equal opportunity employer, and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, marital status, age, sexual orientation, disability, veteran status or other legally protected classifications under applicable federal, state, or local laws in making employment decisions.
CAN: Iron Mountain Canada Corporation (“Iron Mountain”) is an equal opportunity employer and employs qualified individuals based upon job-related qualifications regardless of race, religion, colour, sex, national origin, age, disability, sexual orientation, or any other status protected under applicable provincial, federal, or local law.
Ontario: Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
Category: Sales Group
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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