Digital Sales Lead - UKI

Iron Mountain (IRM) is seeking a Digital Sales Lead (UKI) to lead a talented team of Digital Solution Development Managers (SDMs) providing customer-facing digital product expertise for IRM accounts. The SDM Team is expected to proactively identify opportunities, upsell and cross-sell digital solutions, and manage the end-to-end sales cycle management and overall customer relationship.

This Senior Manager level position will be responsible for driving the commercial strategy and sales performance for Iron Mountain Digital solutions. You will be responsible for leading and mentoring a high-performing team, fostering a culture of excellence and accountability. Crucially, you will spearhead the development of innovative go-to-market strategies, identifying new market opportunities, and ensuring alignment with overall business objectives to maximize sales effectiveness and achieve sustainable competitive advantage.

Your role in our mission:

• The Digital Sales Lead will proactively manage a team of SDMs deals and work closely with IRM sales teams to drive digital sales for this portfolio.
• Acting as the subject matter expert for digital within the customer organization, the UKI-Lead will be responsible for interfacing with customer-facing team members to deliver Iron Mountain's digital solutions to senior-level business stakeholders.
• 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.
• Contributes proactively in deals, qualifies them and ensures collaboration with Delivery, Products and engineering teams.
• Understand and develop Delivery models, effort estimation and costing for deals.
• 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.
• 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.
• Continual education to stay informed on latest best practices and development in enterprise-level digital transformation solutions.
• Bringing a passion for problem-solving and knowledge about all things digital at Iron Mountain.
• Drives the highest levels of customer centricity to enable IRM customers achieve their transformation goals.

Valued skills and experience:

• Experience of leading a high performing team and developing and implementing strategies and business plans.
• 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.
• Strong experience in 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.
• Some experience in Business Process Management.
• Demonstrated success in selling digital solutions to senior level executives.
• Experienced meeting or exceeding multimillion-dollar quota goals.
• Knowledge of IDP and CSP solutions.
• Prior experience using a CRM.

Discover what awaits you

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