At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you\xe2\x80\x99ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you\xe2\x80\x99ll be part of a global workforce that embraces the differences among us. And here, we\xe2\x80\x99ll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can\xe2\x80\x99t wait to hear about YOU.

About the Opportunity:

As a Presales Solutions Architect you will own all aspects of our clients\xe2\x80\x99 technical evaluation of our digital solutions, working in partnership with engineering, sales, and project services as a trusted technical and strategic advisor. It will be your job to impress upon our clients our product value proposition and differentiators with a well-developed mix of technical and business understanding, with the flexibility to pivot from business to technical discussions to share our product positioning and our client\xe2\x80\x99s complex architectural landscape.

Your Regular Activities:

Partner with Sales Executives to achieve strategic and tactical goals for each client to advance deals to close

Prepare for all client meetings with Sales Execs, Professional Services, our Partners, and other relevant players to ensure we are jointly presenting a coherent and concise path to success

Deliver value-based demonstrations to our clients, focusing on technical solutions while still keying on their business challenges and initiatives

Conduct in-depth discovery sessions for clients and partners with empathy to ensure we clearly understand their pains and qualify our solutions and services to match their needs

Become a subject matter expert in specific areas relevant to our business and able to provide advisory consulting services to other Solutions Architects and others in Iron Mountain

\xe2\x80\x98Walk the Halls\xe2\x80\x99 at strategic accounts to build customer relationships and grow our footprint there, in products and services

Make presentations to all members of the clients\xe2\x80\x99 buying journey, including technical, business, and C-Suite participants

Respond to RFPs, RFQ\xe2\x80\x99s and build proposals for clients

Proactively manage activities that take place during solution ideation, solution design, and solution implementation.

Partner with members of Engineering to understand and influence the product backlog, sharing client feedback, and forming strategies and responses to client\xe2\x80\x99s technical objections and challenges.

Partner with Professional Services personnel to ensure we co-architect the best solution for clients, at the highest speed, ensuring customer satisfaction

Able to present our products and services at events like conferences, trade shows, webinars, or other marketing events.

Work closely with our strategic advisors to identify market trends and areas of opportunity for our digital products

Create Scope and Solution architecture design documents to be shared internally as well as our clients

Responsible for pricing of deals and subsequent authoring of the SOWs.

Support complex pricing models and solution designs. Responsible for solution design reviews and getting the solution approved for deal reviews.

Work with other stakeholders - professional services, revenue management, finance, operations, etc on a deal and get inputs to finalize the pricing model.

Your Qualifications

Bachelors or Masters degree in a related field

At least 5 years experience in Pre-Sales consulting or Professional Consulting services with a passion for both winning the technical aspects of deals and for long-term customer success

Understanding of basic ECM, BPM, App-Dev, and AI/ML concepts with the ability to articulate all to non-technical clients in a way that showcases value

Understanding of deployment architecture and be able to effectively articulate the differences and benefits - cloud, on-prem

Effective written and verbal communication skills, building presentations and design sessions, and facilitating customer discussions

Basic understanding of major cloud Infrastructure providers and functional services such as AWS and GCP

Familiarity with Low-Code platforms, IDP, and software development tools like Java and Python are a plus

Ability to leverage deep technical, documentation, and relationships to respond to technical, functional, and non-functional requirements in RFPs

Proven success guiding customers through the entire lifecycle of a complex software deal

Demonstrated background partnering with product management, engineering, and project services teams

A proven track record building custom demos and POCs both independently and leading a team

A tendency to think outside the box when it comes to solution design

Hunger to learn new disciplines, concepts, and technologies, with the ability to capture actionable feedback and make meaningful adjustments to ensure success

Category: Sales

Iron Mountain