Solution Development Manager
Berlin, Germany
At Iron Mountain, we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.
The Solution Development Manager will proactively manage deals within an assigned portfolio and work closely with our sales teams to drive digital sales for this portfolio. You are expected to proactively identify opportunities, upsell and cross-sell digital solutions, and manage the end-to-end sales cycle management and overall customer relationship.
What you will do:
1. Effective internal teaming with Iron Mountain sales teams to support end-to-end deal lifecycle activities, including pipeline creation and account planning, solution design initiation, and maximizing IRM digital value proposition.
2. Proactively assess customer’s current and potential digital needs to effectively position, expand/upsell opportunities and new sales plays for Digital offerings.
3. Develop and implement strategies and business plans through understanding the customer’s business model and unique value proposition in the marketplace.
4. Coordinate all deal logistics and approvals across sales, operations, professional services, legal and operations from deal qualification to signature.
5. Employ effective storytelling using qualitative and quantitative analyses to translate customer requirements into a comprehensive solution.
6. Work with technical Solution Architect to effectively qualify and position IRM’s Digital solution offerings for customers by assessing their problems or opportunities and highlighting IRM’s areas of strength and competitive advantages.
7. Maximize deal profitability by leading the negotiation process and ensuring an acceptable on-time outcome.
8. Influence RFP development so the solution offering is best positioned to win, with strong proposal writing experience and the ability to lead a proposal response team when needed.
What you will bring:
1. A strong background and knowledge of enterprise-level digital transformation solutions, including digitization services, intelligent document processing, automation solutions, cloud migration services, information governance, content service platform solutions, AI/ML modeling, strategic account management, sales process and solution selling.
2. Proven track record of meeting/exceeding multimillion dollar quotas in large, complex services-based organizations.
3. Ability to translate customer needs into solution requirements through creating powerful value propositions.
4. Passion for problem-solving and data-driven analysis to drive customer outcomes.
5. Ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
6. Excellent written, oral, and presentation skills, with an in-depth understanding of strategic selling methodologies.
7. Customer-first and growth-focused mindset, always looking for ways to help clients reach their transformational objectives.
8. Strong interpersonal, planning, analytical skills, and business acumen for effective decision making.
Discover what we offer:
1. Embark on an exciting journey with Iron Mountain, a global organization that embraces transformation and innovation.
2. Join a supportive environment where everyone's voice is heard, opinions are valued, and feedback is encouraged.
3. Connect with 26,000+ talented individuals from 59 countries, opening doors to diverse cultures and global learning opportunities.
4. Be part of a winning team that celebrates diversity and encourages individual differences.
5. Competitive total rewards supporting your career, family, personal wellness, and wellbeing.
6. Experience the freedom of remote/hybrid work, enabling a harmonious work-life balance.
7. Access abundant opportunities for personal and professional growth, preparing you for a digitalized future.
8. Join a workplace that actively encourages and supports all talents, recognizing the unique impact of each individual.
9. Contribute to our vision of fostering a sustainable and thriving workforce.
Iron Mountain is committed to intentionally creating and supporting an inclusive and diverse workforce.
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