Iron Mountain Senior Solutions Architect in Providence, Rhode Island
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.
This pre-sales position will be responsible for supporting and driving net new InSight solutions business in existing and new customer base in a Specified Territory. The Pre-Sales Solution Engineer will primarily focus on successfully supporting net new revenue by providing specialist expertise for InSight solutions within the Sales process. Assessing a customer’s future needs and existing position to develop the required service using the available capabilities within the InSight product. As the InSight Pre-Sales Solutions Engineer 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 the InSight product. Supporting and driving cross selling new solutions to existing customers, new locations and up selling through prospecting (externally), networking (internally and leveraging Iron Mountain Sales Channel) to increase revenue, growth and quota attainment. The Pre- Sales Solutions Engineer should be skilled in understanding and uncovering customer business needs via a methodical consultative discovery process. In addition the Pre-Sales Solution Engineer must be able to demonstrate success in designing, documenting and communicating complex technology integrated business solutions to senior level executives. Key Responsibilities:
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 uncovering leads from Iron Mountain’s customer base through working with Account Managers and other Sales personnel. Supporting the Sales process from initial engagement through to bringing opportunities to close, including solution mapping and final negotiations.
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.
Exceed assigned pipeline and quota achievement.
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 InSight product (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
Functional Knowledge, Skills and Business Competencies:
The ideal candidate will have a Bachelors degree, with 5-10 years’ experience of Pre-Sales Solution Engineering of 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, AI/ML, Convolutional Neural Networks, ECM-solutions, Document Management Systems, Workflow, Business Process Management and Information Governance.
In addition, candidates must have:
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, value selling, 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.
Ability to work remotely
Located near any major city in the USA
Disclaimer: This job description is not meant to be an all-inclusive statement of every duty and responsibility of the jobholder. Certain features of this job are described in the above headings, but are not necessarily limited to the above written statements. They may be subject to review. All positions within Iron Mountain may include other duties as assigned. Iron Mountain is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, creed, age, national origin, sex, sexual preference or handicap. #LI-Remote
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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