Solution Development Specialist

About Iron Mountain

At Iron Mountain, we understand that work, when done well, significantly impacts our customers, employees, and the planet. We seek smart, committed individuals to elevate the power of their work with us. Whether you are starting your career or looking for a change, we invite you to explore opportunities at Iron Mountain. We deliver expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner with over 225,000 customers worldwide to preserve invaluable artifacts, optimize inventory, and protect data privacy in innovative and socially responsible ways.

Are you eager to contribute to our growth story and develop your skills within a culture that values your unique contributions? If so, let's connect.

The Role: Solution Development Specialist

Iron Mountain is actively seeking a Pre-Sales Solution Development Specialist (SDS) to provide crucial support to national and enterprise accounts. This position is vital for the continued success and expansion of our Global Digital Solutions (GDS) business. The Solution Development Specialist role is remote.

What You'll Bring

The ideal candidate will possess 4+ years of experience in outsourced document imaging, digital capture services, technical solution design, and subscription software sales for teams within an Enterprise organization.

• Technical Subject Matter Expertise: The Solution Development Specialist will effectively communicate a clear understanding of both modern and historical Enterprise technology concerning document imaging, indexing capture processes (manual and electronic), content repository management, data protection, and archiving solutions. This expertise will be drawn from a background in Pre-Sales solutions design, architecture, implementation, administration, or sales engineering for relevant solutions. You will leverage this knowledge to accurately design, position, and sell Iron Mountain solutions, addressing prospects' business and technical requirements.
• Presentation and Communication: You will be responsible for understanding, designing, and positioning Iron Mountain's digital solutions. This involves collaborating with the Iron Mountain sales organization to comprehend customer technical and business challenges, then appropriately architecting, demonstrating, and positioning Iron Mountain solutions to resolve these challenges.
• Proven Ability to Advance Sales: The Solution Development Specialist will support the Iron Mountain sales organization in advancing customer engagements. You will be engaged by the sales team once an opportunity is identified and qualified, providing aid in deal advancement. This includes setting expectations, positioning value, and offering solution design to meet customer technical and business requirements. The primary goal is to increase Iron Mountain's digital solutions sales.

Responsibilities

• Scoping and Solution Design across the Iron Mountain Digital portfolio.
• Understand customers' physical and digital information environments and identify challenges; provide problem-solving related to Iron Mountain services.
• Provide solution configuration recommendations, architectural diagrams, and support for quote/schedule/contract/SOW creation and modification.
• Present solution overviews and demonstrations.
• Answer sales teams' questions and provide training as needed.
• Support the technical portion of RFPs and RFQs.
• Exceed assigned pipeline and quota achievement.

Key Performance Indicators (KPIs)

• Number and size of opportunities supported.
• Solution Designs and successful customer business outcomes.
• Bookings supported.
• Revenue achieved for digital solutions.

Preferred Experience

4+ Years of experience and/or certifications in at least 2 of the following primary disciplines:

Primary

• Experience in solution development, pricing, and demonstrating scanning and outsourced imaging services.
• Experience in indexing technologies, both manual (offshore and onshore) and digital (OCR, ICR, ML, HITL).
• Content Services, Workflow, Business Process Management, and Information Governance.
• Cloud SaaS experience in the content services platform and information management market.
• Knowledge in data recognition / analysis technologies and how they are used in Machine Learning, Data Analysis, Artificial Intelligence, Cognitive Neural Networks, ECM-solutions, and Document Management.
• Background and proven experience of consultative solution approaches, pre-sales process, and technology-focused-solution selling.

Additional Requested

• Ability to team effectively internally at Iron Mountain and externally with customer personnel.
• Excellent written, oral, and presentation skills.
• Strong interpersonal, planning, and analytical skills.
• Self-motivated and a strong drive to seek information and support in succeeding.
• Ability to make decisions and think in broad terms, considering the impact to the entire company.
• Enterprise Data Protection - Understanding of security, backup, recovery, and data protection applications.
• Enterprise data archiving techniques and applications.

Key skills/competency

• Solution Design
• Pre-Sales
• Document Imaging
• Digital Capture Services
• Content Management
• Cloud SaaS
• Information Governance
• Technical Sales
• RFP/RFQ Support
• Data Protection