Solutions Desk Deal Specialist
- Job Category: Sales
- Job Type: Full time
- Reqid: J0081505
The Job
The Solution Desk Specialist (SDS) is responsible for meeting and exceeding revenue quotas by working through the existing sales organizations to sell Document Management Solutions (DMS) services to prospects and Iron Mountain customers. As the DMS Subject Matter Expert (SME) the SDS will assist with opportunity qualification and is responsible for developing document conversion and workflow solutions. This position will organize, plan, direct and coordinate all DMS sales activities in conjunction with the Sales owner. The SDS should be skilled in understanding customer business needs, creating solutions using Iron Mountain’s services, documenting and presenting solutions and preparing supporting Statements of Work.
The Responsibilities
Identify customers’ current and potential needs through a methodical sales discovery process and the performance of customer assessments to collect and analyze data for purposes of solution development
Map identified customer needs to the applicable Iron Mountain service offerings and develop messaging strategies to effectively articulate solution value
Develop appropriate contacts to leverage DMS solutions throughout the customer/prospect organization. Strong relationships with business owners and decision makers are necessary
Develop and deliver high level presentations
Develop Statements of Work (SOW) based on customer requirements
Develop, review and provide guidance on pricing
Coordinate account service level agreements with participating Iron Mountain divisions and business partners when appropriate
Articulate service offerings and demo DMS products
Develop ancillary relationships to assist in penetrating accounts
The Person
Experience selling DMS services to prospects and customers in assigned area.
Be able to understand customers’ physical and electronic document management challenges and design integrated solutions to meet customers’ needs.
Demonstrate significant experience with client business relationship development and have the ability to provide thorough business applications analysis with financial justifications to clients.
Strong ability to understand the DMS suite of services, clearly communicate client needs and the ability to close a deal.
Knowledge of Document Management Solution services is a requirement.
Ability to lead customer discussions during the assessment and solution design process (this may include various horizontal and vertical levels within a customer’s organization).
Identify areas of opportunity to provide enhanced solutions that create value for the customer.
Ability to develop solutions within the framework of a customer’s situation and Iron Mountain’s range of offerings.
Ability to interact with all levels within the sales organization, as well as, across horizontal and vertical levels within a customer’ organization.
Minimum of 5 years’ experience in pre-sales and/or sales, specifically in selling Document Management and Records Management solutions.Strong working knowledge of Electronic Content Management (ECM) solutions and Document Management Systems (DMS).
Must possess strong oral, written, presentation, and interpersonal skills and possess characteristics that demonstrate ethical professionalism, assertiveness, adapts quickly to change, and catalyst for influencing others.
Category: Sales
Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here .
Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.
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Requisition: J0081505