At a Glance
- Tasks: Drive sales for innovative digital solutions and enhance customer relationships.
- Company: Join Iron Mountain, a leader in sustainable information management.
- Benefits: Competitive salary, career growth, and a supportive work culture.
- Other info: Collaborative environment with opportunities to influence and innovate.
- Why this job: Be part of a transformative journey, helping clients achieve their digital goals.
- Qualifications: 5+ years in sales with expertise in digital transformation solutions.
The predicted salary is between 48000 - 72000 £ per year.
At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.
We provide 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 every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.
Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let\'s start the conversation.
PositionDigital Solution Development Manager
DescriptionIron Mountain (IRM) is seeking a Digital Solution Development Manager (SDM) to 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. Key responsibilities include generating, qualifying and executing on leads to sell digital solutions, including digitization services, intelligent document processing, information governance, cloud solutions, and more.
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 organization, 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.
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 maximizing IRM digital value proposition
- Proactively assesses customer’s current and potential digital needs to effectively position, expand / upsell opportunities and new sales plays for Digital offerings.
- Develops and implements strategies and business plans through understanding the customer’s business model and understanding the customer\'s unique value proposition in the marketplace.
- Responsible for coordinating 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
- Working 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
- Responsible for maximizing deal profitability through leading negotiation process and ensuring an acceptable on-time outcome
- Successful experience in working with customers to influence RFP development so the solution offering is best positioned to win. The SDM will also have strong proposal writing experience and be able to 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
- Candidates must have a strong background and knowledge of enterprise-level digital transformation solutions, including digitization 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 organizations.
- Must have the 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
- Have the ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
- Must 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.
- Candidates should be able 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.
- Strong digital transformation domain knowledge
- Professional Services/Consulting professional with 5+ years of direct selling experience to executive-level buyers.
- Demonstrated success in selling digital solutions to senior level executives.
- Excellent communication, teaming and presentation skills.
- Strong business acumen and account planning skills.
- Minimum of four-year college degree
- Experienced meeting or exceeding multimillion-dollar quota goals
- Knowledge of IDP and CSP solutions.
- Proficient in Microsoft Outlook, Excel, Word and PowerPoint
- Prior experience using a CRM
Solution Development Manager in London employer: Iron Mountain
Iron Mountain is an exceptional employer that fosters a culture of innovation and collaboration, making it an ideal place for a Solution Development Manager to thrive. With a strong commitment to employee growth, we offer extensive training and development opportunities, alongside a supportive work environment that values unique contributions. Located in a dynamic industry, our team enjoys the benefits of working with cutting-edge digital solutions while making a meaningful impact on our customers and the planet.
StudySmarter Expert Advice🤫
We think this is how you could land Solution Development Manager in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Solution Development Manager at Iron Mountain, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Iron Mountain. Tailor your message to explain why you’re drawn to them and how you can contribute as a Solution Development Manager. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Solution Development Manager in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Iron Mountain:When writing your cover letter, make sure to tailor your message specifically for Iron Mountain. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Iron Mountain
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Iron Mountain that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Iron Mountain that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Iron Mountain’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
