- Company Name
- Iron Mountain
- Job Title
- Solutions Development Manager
- Job Description
-
**Job Title**
Solutions Development Manager – Digital Platforms
**Role Summary**
Lead the end‑to‑end sales of digital transformation solutions for enterprise accounts. Drive revenue by qualifying leads, designing tailored solutions, and negotiating deals, while maintaining strong relationships with senior business stakeholders. Act as the subject‑matter expert on Iron Mountain’s digital portfolio (digitization, intelligent document processing, cloud migration, information governance, AI/ML, content services) and collaborate closely with cross‑functional teams (sales, operations, legal, professional services) to deliver value and profitability.
**Expectations**
- Achieve quarterly sales targets and contribution to the Digital Business Unit’s revenue forecast.
- Maintain a robust pipeline and account plans for assigned portfolio.
- Demonstrate deep understanding of customer business models and translate insights into compelling value propositions.
- Negotiate and close deals ensuring acceptable margins and on‑time signatures.
**Key Responsibilities**
- Generate, qualify, and execute on sales opportunities for digital solutions across an enterprise customer segment.
- Manage the full sales cycle: prospecting, needs assessment, solution design, proposal development, negotiation, and closing.
- Coordinate deal logistics and approvals with sales, operations, legal, and professional services.
- Partner with Technical Solution Architects to articulate technical fit and competitive differentiation.
- Lead or contribute to RFP responses and proposal writing.
- Build and maintain long‑term relationships with senior‑level stakeholders, identifying upsell/cross‑sell opportunities.
- Collaborate with internal sales teams to create account plans, pipeline forecasts, and solution narratives.
- Analyze customer data and market trends to refine sales strategies and optimize portfolio offerings.
**Required Skills**
- Enterprise digital transformation sales experience (digitization, iDP, cloud, governance, AI/ML).
- Proven ability to translate customer needs into solution requirements and value statements.
- Strong strategic selling & solution‑selling methodology understanding.
- Excellent negotiation, presentation, and written communication skills.
- Data‑driven analytical mindset with proficiency in quantitative/qualitative analysis.
- Interpersonal, planning, and business acumen to influence cross‑functional teams.
- Customer‑first and growth‑focused orientation.
**Required Education & Certifications**
- Bachelor’s degree in Business, Information Technology, or related field (Master’s preferred).
- Relevant sales or product certification (e.g., CSM/CSPO, AWS Certified Solutions Architect, Microsoft Certified: Dynamics 365 Sales Professional) is a plus.
---