Sales Solution Specialist, Inside Sales
Company: Iron Mountain
Location: Olympia
Posted on: June 22, 2022
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Job Description:
At Iron Mountain we protect what our customers value most, from
the everyday to the extraordinary, while helping them bridge the
physical and digital world. Our people have the opportunity to
bring their creativity to a workplace that thrives on change. Here,
you will be part of a team that doesn't just embrace what's
exceptional. It creates exceptional.
As a trusted partner to our clients there is a requirement that our
Mountaineers must be vaccinated.
Solution Sales Specialist
Sales Specialists focus on supporting Iron Mountain sales teams for
net new and up-sell revenue opportunities for digital solutions
within Iron Mountain's customers. Specialists will support those
teams with general enablement and customer interactions related to
deal qualification, discovery, scope/fit, competitive positioning
and close plans. They aid in the overall customer engagement to
help sell digital solutions. Additional responsibilities
include:
* Reporting: Will report within a specialist team and aligned to
support the Mid-Market, SMB, and Inbound Sales teams.
* Enablement: The Solution Sales Specialist will continuously
enable and support the Iron Mountain sales teams to elevate their
abilities to assess prospective and assigned customer's current and
potential needs, determining appropriate new revenue streams from
Iron Mountain products and solutions. Develop and implement
strategies and business plans through understanding the customers'
business model, planning and decision making channels from
understanding the customer's value proposition, and ability to
explain how they differentiate themselves in the marketplace.
Position and illustrate alternative ways of creating the real value
of IRM's total solution offerings for customers through assessing
their problems or opportunities and highlighting IRM's areas of
strength, competitive pricing, customer satisfaction and
competitive advantages.
* Direct Engagement: Solution Sales Specialist, Inside Sales will
directly engage on the opportunities. In that capacity, the
Solution Sales Specialist will support the seller in qualification
and discovery meetings to assess the prospective customer's current
and potential needs, determining appropriate new revenue streams
from Iron Mountain products and solutions. Develop and implement
strategies and business plans through understanding the customers'
business model, planning and decision making channels from
understanding the customer's value proposition, and ability to
explain how they differentiate themselves in the marketplace.
Position and illustrate alternative ways of creating the real value
of IRM's total solution offerings for customers through assessing
their problems or opportunities and highlighting IRM's areas of
strength, competitive pricing, customer satisfaction and
competitive advantages.
* Goals: Support digital solutions bookings, enable Iron Mountain
sales teams to build customer relationships through strategic
conversations to understand organizational business objectives and
goals and identify key customer decision maker(s) to structure
partnership strategy as it relates to customer requirements. Ensure
frequent communication to enable Iron Mountain sales teams to
achieve superior customer satisfaction and to keep customers
educated on emerging industry trends related to customer's
organizational information management and digital solutions needs.
Effectively support opportunities to increase win rate and overall
opportunity size.
* Proactive sales engagement: Assist the assigned Iron Mountain
sales teams in maintaining a consistent pipeline that enables
meeting and exceeding quota attainment. Support activities to
manage pipeline and account activity include prospecting, account
planning, managing timely detailed responses to RFP's, tracking
activity in SFDC, forecasting, conducting competitive research and
knowledge of IRM product offerings.
* Responsible for identifying new areas of opportunity for the
sales team and assisting the team with selling and closing those
new areas, securing resources and driving sales process to assist
in scoping and pricing for special projects within net new and
assigned accounts.
* Partner with Iron Mountain sales teams on renewals and work
through any RFP process by identifying gaps in current contract in
place and understanding customer needs in order to successfully
renew the contract, partnering with other Iron Mountain departments
as necessary. Negotiate pricing and SLA as appropriate to drive
customer retention strategy.
Qualifications:
* Must have a strong background and knowledge of strategic account
management, sales process and solution selling
* Minimum of one year of direct software or technology sales
experience in a relevant services based industry or equivalent
* Experience with Information Management, Content Management,
Document Management and/or digitization solutions
* Must have the proven ability to translate and qualify the
customer need(s) into solution requirements through creating
powerful value propositions
* Have the ability to reach and influence decision makers through
proven sales skills and needs identification by aligning unique
insights to key customer priorities and consultative selling
* Must exhibit excellent written, oral and presentation skills
through power messaging
* Encompasses strong interpersonal, planning, analytical skills and
business acumen for effective decision making
* Have strong relationship building skills to quickly develop
customer rapport, build confidence in both you and Iron Mountain,
and create trust leading to generating new business
* Ability to team effectively at all levels of IRM and customer
personnel on a wide range of topics and issues - experience in
complex sales organizations
* Demonstrate strong sales posturing where as a seller you are
perceived as a confident, trusted advisor and on an equal business
stature
* Possess sales technology skills embracing salesforce.com, video
conferencing for selling, business social networking and utilizing
sales enablement/marketing tools to their advantage
* Travel up to 25%
#LI-Remote
Category: Sales Group
Iron Mountain is committed to a policy of equal employment
opportunity. We recruit and hire applicants without regard to race,
color, religion, sex (including pregnancy), national origin,
disability, age, sexual orientation, veteran status, genetic
information, gender identity, gender expression, or any other
factor prohibited by law.
To view the Equal Employment Opportunity is the Law posters and the
supplement, as well as the Pay Transparency Policy Statement, CLICK
HERE
Requisition: J0043915
Keywords: Iron Mountain, Olympia , Sales Solution Specialist, Inside Sales, Sales , Olympia, Washington
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