Digital Solutions Sales Manager

Ключевые навыки

This position is responsible for driving new Global Digital Solutions (GDS) business of the Iron Mountain customer base.
The Digital Solutions Sales Manager will primarily focus on selling net new revenue (cross selling new solutions to existing customers, new locations and up selling) through prospecting (externally), networking (internally and leveraging Sales Channel) to increase revenue, growth and quota attainment.

The Digital Solutions Sales Manager should be skilled in understanding and uncovering customer business needs using digital transformation (DX), workflow, Information Governance solutions. The Digital Solutions Sales Manager will work with the Pre-Sales team as well as with the wider Iron Mountain sales team to identify and close GDS opportunities within the assigned account portfolio and/or vertical segment.

Key Responsibilities:

• Selling net new revenue into an assigned account list through prospecting, networking to increase revenue and growth and to meet and exceed quota attainment.
• Ability to assess and identify customers’ current and potential needs. Ability to position Iron Mountain’s total solution offerings, highlighting areas of strength and competitive advantages.
• Responsible for uncovering leads from Iron Mountain’s customer base and bringing GDS opportunities to close, including solution mapping and final negotiations.
• Responsible for scoping, pricing, creating proposals and statements of work and presenting.
• Responsible for final opportunity profitability through leading negotiation process and ensuring an acceptable on-time outcome.

Functional Knowledge, Skills, and Competencies:

• A strong background and knowledge of digital strategy and transformation activities and solution including enterprise content management, business process / workflow enablement and outsourcing, document and information capture, information governance, strategic account management, sales process and solution selling. Knowledge and experience in machine learning capability and technology, analytics and cloud services would be an advantage but not a must have
• The ideal candidate will have 6+ years of direct sales experience selling specified integrated solutions, document management, workflow, business process and/or imaging services.

In addition, candidates must have:

• Proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills.
• Excellent written, oral and presentation skills and in-depth understanding of strategic selling methodologies.
• Strong interpersonal, planning, analytical skills and business acumen for effective decision making.
• The ability to make business decisions and think in broad terms, considering the impact to the entire company.
• The ability to influence without authority and team effectively at all levels of Iron Mountain and customer personnel (to include c-level) on a wide range of topics and issues.

Business Expertise:

• Strong business acumen
• Experience successfully selling consultative-based solutions to executive-level buyers
• Experience in large matrix sales organization
• Understanding of strategic selling methodologies
• Ability to solve complex customer problems with limited supervision
• Teaming and collaboration for revenue results.
• Proactively work with sales teams and internal and external customers at all levels.
• Fluent business English, both written and oral

Licenses & Certifications Preferred:

• Diploma or Bachelor degree. Masters degree preferred
• Prior experience using a CRM
• Knowledge of CSP (Customer Service Platform) products
• Machine Learning, Analytics, Cloud platform is preferred