Iron Mountain Solutions Architect-Global Digital Solutions in Richmond, Virginia
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.
Mountain is seeking a Pre-Sales Solutions Architect to support federal, state, and local government accounts. The ideal candidate will have 5+ years of experience in technical solution design, architecture and selling software, infrastructure and IT to teams within these organizations. In addition, experience in solution design leveraging modern hybrid architecture to deliver Information, Content and Data Management solutions are key to the success of the individual. Lastly, the role will require a willingness to travel 50+% on an annual basis. The Solutions Architect will be essential to the continued success and growth of our Global Digital Solutions (GDS) business
Technical and Industry Subject Matter Expertise: The Solutions Architect will have the ability to communicate a clear in depth understanding of modern as well as historical Enterprise technology including content management, business process management, information management and governance, data protection and archiving solutions based on experience from a background in Pre-Sales solutions design, architecture, implementation, administration, or sales engineering for relevant solutions. The Solutions Architect will leverage this expertise to properly design, position and sell Iron Mountain solutions to solve prospects business and technical requirements. The SA will understand how modern technology such as Cloud SaaS, PaaS, IaaS and ML / AI are being used in key industries to advance business transformation.
Presentation and Communication: The Solutions Architect will be responsible for understanding, designing, positioning, and presenting Iron Mountain digital solutions. They will gain an understanding of the customer’s technical and business challenges and appropriately architect, demonstrate and position Iron Mountain solutions to solve these challenges. The Solutions Architect articulates the technology value to customers during the pre-sales process and uses knowledge of technology, products, processes, and industry expertise to educate customers on the value of Iron Mountain’s services.
Proven ability to advance sales: The Solutions Architect will assist, enhance and advance customer engagements. The Solutions Architect is engaged by the Iron Mountain Sales Executive when an opportunity is identified and requires technical solution design and architecture expertise to aid in further qualification, positioning and deal advancement.This advancement includes building rapport, setting expectations, positioning value and providing solution design to solve customer technical and business challenges. The Solutions Architect’s goal is to increase Iron Mountain digital solutions sales.
Understand customers physical and digital information environment and identify challenges; provide problem solving as it relates to Iron Mountain services
Scoping Iron Mountain solution across the Digital portfolio
Present solution overviews and demonstrations
Answer advanced product questions
Pilot /Proof Of Concept (POC) development, tracking and support
Answer sales teams questions and provide training as needed
Support technical portion of RFPs and RFQs
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.
5+ Years of experience in at least 3 of the following primary disciplines:
Experience with GSA Schedules 36 and 70
FedRamp Compliance / Certification
Government Security Protocols (ie, NIST 800.53, FISMA, HITECH)
Pricing of Solutions utilizing Dept of Labor Service Contract Act titles and wages
Systems, Workflow, Business Process Management and Information Governance
Enterprise Software for structured and unstructured data and content management
Cloud SaaS in the content services or information management market
Experience in data recognition / analysis technologies and how they are used in Machine Learning, Data Analysis, Artificial Intelligence, Cognitive Neural Networks, ECM-solutions, Document Management
Industry specific expertise around modern technologies and their impact in business transformation
Strong background and proven experience of consultative solution approaches, pre-sales/ sales process and technology focused-solution selling.
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
Enterprise Software including ERP, CRM, Document/Content management Information Governance and BI
Enterprise Storage- Understanding of NAS, DAS, SAN, and Object Storage, HDFS, Erasure Coding, RAID, software and hardware replication
Enterprise network architecture and advanced networking technologies
Enterprise Data Protection- Understanding of top Security, Backup, Recovery and Data protection applications
Enterprise data archiving techniques and applications
Cloud storage market and use cases – S3/REST, Amazon S3, Microsoft Azure, Google (GCP)
Virtualization – VMWare, Hyper-V, Cloud computing
Converge and Hyper-converge Infrastructure
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.
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.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE