Presales Solution Architect

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 stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Solutions Architect

Iron Mountain is the trusted global leader in asset management, storage, and high value secure services, serving the needs of highly-regulated clients across all verticals and industries to ensure their high-value assets and data are both easily secure and accessible for managing their business. Along with our high-value storage and imaging services, we bring a wealth of digital solutions to the market to help our clients realize the value of their data, going paperless, and enabling them to use their data in our digital offerings to make informed decisions, manage mission-critical processes, as well as their daily activities.

As a Solutions Architect you will own all aspects of our clients’ technical evaluation of our digital solutions, working in partnership with engineering, sales, and project services as a trusted technical and strategic advisor. It will be your job to impress upon our clients our product value proposition and differentiators with a well-developed mix of technical and business understanding, with the flexibility to pivot from business to technical discussions to share our product positioning and our client’s complex architectural landscape.

Your Regular Activities:

• Partner with Sales Executives to achieve strategic and tactical goals for each client to advance deals to close
• Prepare for all client meetings with Sales Execs, Professional Services, our Partners, and other relevant players to ensure we are jointly presenting a coherent and concise path to success
• Deliver value-based demonstrations to our clients, focusing on technical solutions while still keying on their business challenges and initiatives
• Conduct in-depth discovery sessions for clients and partners with empathy to ensure we clearly understand their pains and qualify our solutions and services to match their needs
• Become a subject matter expert in specific areas relevant to our business and able to provide advisory consulting services to other Solutions Architects and others in Iron Mountain
• ‘Walk the Halls’ at strategic accounts to build customer relationships and grow our footprint there, in products and services
• Make presentations to all members of the clients’ buying journey, including technical, business, and C-Suite participants
• Respond to RFPs, RFQ’s and build proposals for clients
• Proactively manage activities that take place during solution ideation, solution design, and solution implementation.
• Partner with members of Engineering to understand and influence the product backlog, sharing client feedback, and forming strategies and responses to client’s technical objections and challenges.
• Partner with Professional Services personnel to ensure we co-architect the best solution for clients, at the highest speed, ensuring customer satisfaction
• Able to present our products and services at events like conferences, trade shows, webinars, or other marketing events.
• Work closely with our strategic advisors to identify market trends and areas of opportunity for our digital products
• Create Scope and Solution architecture design documents to be shared internally as well as our clients
• Responsible for pricing of deals and subsequent authoring of the SOWs.
• Support complex pricing models and solution designs. Responsible for solution design reviews and getting the solution approved for deal reviews.
• Work with other stakeholders - professional services, revenue management, finance, operations, etc on a deal and get inputs to finalize the pricing model.

Your Ideal Skills and Background:

• Bachelors or Masters degree in a related field
• At least 5 years experience in Pre-Sales consulting or Professional Consulting services with a passion for both winning the technical aspects of deals and for long-term customer success
• Understanding of basic ECM, BPM, App-Dev, and AI/ML concepts with the ability to articulate all to non-technical clients in a way that showcases value
• Understanding of deployment architecture and be able to effectively articulate the differences and benefits cloud, on-prem
• Effective written and verbal communication skills, building presentations and design sessions, and facilitating customer discussions
• Basic understanding of major cloud Infrastructure providers and functional services such as AWS and GCP ●   Familiarity with Low-Code platforms, IDP, and software development tools like Java and Python are a plus
• Ability to leverage deep technical, documentation, and relationships to respond to technical, functional, and non-functional requirements in RFPs
• Proven success guiding customers through the entire lifecycle of a complex software deal
• Demonstrated background partnering with product management, engineering, and project services teams
• A proven track record building custom demos and POCs both independently and leading a team
• A tendency to think outside the box when it comes to solution design
• Hunger to learn new disciplines, concepts, and technologies, with the ability to capture actionable feedback and make meaningful adjustments to ensure success

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