Digital Sales Manager

At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you'll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you'll be part of a global workforce that embraces the differences among us. And here, we'll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can't wait to hear about YOU.

Designation - Digital Sales Manager - South

Location - Bengaluru/ Chennai

Experience - 10 years + in Digital Sales

Objective:

The Manager- Digital Sales will manage core focus is to manage, build, grow and deliver revenue for the Iron Mountain Digital solution meeting and exceeding individual quota assignment across the existing and new Iron Mountain customer base. Areas of responsibility include prospecting, networking and executing on sales campaigns aimed to solve customer challenges using Machine Learning, Analytics, cloud services, digital transformation (DX), workflow, and Information Governance solutions. A successful candidate will deliver success through a consultative, value-based selling approach and work with the Pre-Sales Solution Engineer to understand the customers use case and benefits to be delivered within the Iron Mountain Digital Solutions portfolio. This position will cover the South India region.

The Manager- Digital Sales will proactively collaborate with the regional RIM (Records Information Management) Sales and Account teams to identify and support digital opportunities from existing customer base and new logos. The successful candidate will bring their past expertise selling environment to manage the opportunity through the Sales process to successfully close, partnering with the account owner to leverage the customer relationship. Close working relationship with Iron Mountain's technology partners brings further opportunity for success through account mapping activity to identify additional leads.

Job Description:

● Manage, Assesses prospective and assigned customer's current and potential needs, determining appropriate new revenue streams for Iron Mountain's Digital Solution portfolio.

● Manages & directs Digital Transformation, Execution and Innovation initiatives to transform business model

● Planning & budgeting, controlling operational & capital costs, technology implementation, migration, automation, digitization, transition and service delivery

● Creates a sustaining and dynamic environment that motivates high performance with leader Positions and illustrates alternative ways of creating the real value of the Iron Mountain Digital solution offerings for customers through assessing their problems or opportunities and highlighting Iron Mountain's areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.Responsible for pipeline development and bookings within your respective territory and/or assigned account portfolio. As a team member, he/she will deliver success through a consultative, value-based selling approach and work with the Pre-Sales Solution Engineer to understand the customers use case and benefits to be delivered within the Iron Mountain Digital Solutions portfolio.

● Managing framework defining process/metrics measurement; planning and evaluating/reviewing digital strategic initiatives around upcoming technologies ● Manages and architectects and designs migrations/transformation

● Develops and implements strategies and business plans through understanding the customers; business model, planning and decision making channels from understanding the value proposition and ability to explain how they differentiate themselves in the marketplace. Positions and illustrates alternative ways of creating the real value of the Iron Mountain Digital solution offerings for customers through assessing their problems or opportunities and highlighting Iron Mountain's areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new accounts.

● Actively participates in sales campaign initiatives in demand and field program execution Effective internal teaming with Pre-Sales Solution Engineers, RIM Business Development Executives (BDEs), to deliver our value proposition, drive Digital solution,core storage and service revenue growth.

● Support account planning and strategy development with key internal and partner team members.

● Responsible for pipeline development and bookings within your respective territory and/or assigned account portfolio.

● Achievement of assigned Digital sales quota as well as contribution towards overall team booking target.

● Activities to support pipeline including managing timely detailed responses to RFP's. Responsible for timely, complete, and accurate input and management of opportunity information enabling business and regional accurate reporting to inform strategy and target measures

● Responsible for final opportunity profitability through managing and handling negotiation process and ensuring an acceptable on-time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. This is facilitated in conjunction with CPO, Legal and market VPs/Directors when needed.

● Successful experience in working with customers to influence RFP development so their solution offering is best positioned to win. The Digital Sales Manager will also have strong proposal writing experience and be able to manage a proposal response team when needed.

● Activity within industry associations in the market to increase IM awareness, through attending tradeshows, reviewing whitepapers, attending related webinars and seminars and keep current within market trends.

Arpita Chate

TA Team Iron Mountain Mumbai, India
Category: Marketing