Opportunities in the Upfront Portfolio


Solution Development Executive



Bogor, West Java, Indonesia · Indonesia
Posted on Wednesday, July 3, 2024

The Job

Solution Development Manager's (SDM) provide customer-facing digital product expertise for IRM’s enterprise accounts. Responsible for driving sales for Iron Mountain Digital solutions within a defined segment of the Iron Mountain customer base, SDMs are critical members of the Digital Business Unit.

Bringing a passion for problem-solving and knowledge about all things digital at Iron Mountain, the SDM drives the highest levels of customer centricity to enable IRM customers achieve their transformation goals. Acting as the subject matter expert for digital within the customer organisation, the SDM will be responsible for interfacing with customer-facing team members to deliver Iron Mountains digital solutions to senior-level business stakeholders.

The SDM will proactively manage deals within an assigned portfolio and work closely with IRM sales teams to drive digital sales for this portfolio. SDMs 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.

The Responsibilities

  • 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 maximising IRM digital value proposition

  • Proactive assessment of customer’s current and potential digital needs to effectively position, expand/upsell opportunities and new sales plays for Digital offerings

  • Develop and implement strategies and business plans through understanding the customer’s business model and understanding the customer's unique value proposition in the marketplace

  • Coordinate all deal logistics and approvals across sales, operations, professional services, legal and operations from deal qualification to signature

  • Effective storytelling employing qualitative and quantitative analyses to translate customer requirements into a comprehensive solution

  • Work with technical Solution Architect to effectively qualify and position IRM’s Digital solution offerings for customers by assessing their problems or opportunities and highlight IRM’s areas of strength and competitive advantages

  • Maximise deal profitability through leading negotiation process and ensuring an acceptable on-time outcome

  • Work with customers to influence RFP development so the solution offering is best positioned to win.

  • Lead a proposal response team when needed

  • Activity within industry associations in the market to increase IRM awareness, through attending conferences, penning whitepapers and keeping current within market trends

  • Continual education to stay informed on latest best practices and development in enterprise-level digital transformation solutions

The Person

  • Strong background and knowledge of enterprise-level digital transformation solutions, including digitisation 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

  • Minimum of 5 years of direct sales experience in large, complex services based organisations to executive-level buyer

  • Demonstrated success in selling digital solutions to senior level executives

  • Proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions

  • Passion for problem-solving and data-driven analysis to drive customer outcomes

  • Ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities

  • Exhibit excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies

  • Customer-first and growth-focused mindset - always looking for ways to help clients reach their transformational objectives

  • Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making

  • Ability to make business decisions and think in broad terms, considering the impact to the entire company

  • Ability to influence without authority and team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues

  • Excellent communication, teaming and presentation skills

  • Strong business acumen and account planning skills.

  • Experienced meeting or exceeding multimillion-dollar quota goals

  • Proficient in Microsoft Outlook, Excel, Work and PowerPoint

  • Prior experience using a CRM

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.

Requisition: J0075593