Solutions Architect

September 16

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Iron Mountain

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Information Management • Document Management Solutions • Secure Shredding • Data Protection • Archiving

10,000+

Description

• Own all aspects of clients’ technical evaluation of digital solutions • 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 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 • Walk the Halls at strategic accounts to build customer relationships and grow footprint, 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 during solution ideation, design, and implementation • Partner with Engineering to understand and influence the product backlog • Partner with Professional Services personnel to ensure we co-architect the best solution for clients • Present products and services at events like conferences, trade shows, webinars • Work closely with strategic advisors to identify market trends and areas of opportunity • Create Scope and Solution architecture design documents • 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 stakeholders on a deal and get inputs to finalize the pricing model

Requirements

• Bachelor's or Master’s 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