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Technology and IT

Partner Solutions Architect Full Time NEW

Summary:

  • At Iron Mountain, we know that work, when done well, makes a positive impact for our customers, our employees, and our planet.
  • 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.
  • Iron Mountain is looking for a Partner Solutions Architect (PSA) to drive joint innovation and technical sales functions with Partners, including Hyper Scalers, GSIs, Regional SIs, and ISVs.
  • The ideal candidate will have 5+ years of experience in leading design, architecture, and selling partner-led solutions targeted for enterprises.
  • The role will require a willingness to travel up to 50+% on an annual basis.
  • The PSA will play an essential role in driving the continued success and growth of Iron Mountain’s Digital Business Unit (DBU) through joint solutions with partners.

Responsibilities:

  • Lead technical discussions with partners and customers to support partner-led sales revenue goals, covering everything from initial scoping and demos to customer presentations, proofs of concept, and closing opportunities.
  • Collaborate closely with field teams, GTM teams, and Iron Mountain product teams to understand evolving customer use cases and develop joint solution options.
  • Act as the Technical Voice of the Partner within Iron Mountain, advocating for partner-led innovation and influencing internal product teams.
  • Own and manage the partner integration roadmap from concept through to launch.
  • Develop partner technical collateral, including reference architectures, technical briefs, datasheets, blogs, and more.
  • Conduct enablement sessions for Iron Mountain teams, partners, and customers to drive adoption and understanding of joint solutions.
  • Represent Iron Mountain’s partner-led solutions at customer and partner conferences, summits, and other events.
  • Share best practices for joint solutions through internal and external forums to foster collaboration and innovation with partners.

Requirements:

  • 5+ Years of experience in at least 3 of the following primary and secondary disciplines:
    • Primary:
      • Deep understanding of multiple industry verticals (e.g., Financial Services) and horizontal (e.g., Human Capital Management) solutions.
      • Proficiency in Python or similar programming language.
      • Ability to craft LLM prompts to enhance automation and customer experiences.
      • Can design solutions that leverage the optimal combination of technologies for solving customer challenges.
      • Effective communication skills, with the ability to pivot between technical and business-focused conversations with ease.
      • Experience in data recognition/analysis technologies and how they are used in Machine Learning, Data Analysis, Artificial Intelligence, Cognitive Neural Networks, ECM-solutions, Document Management Systems, Workflow, Business Process Management, and Information Governance.
      • Enterprise Software for structured and unstructured data and content management.
      • Cloud SaaS in the content services or information management market.
      • Industry-specific expertise around modern technologies and their impact on business transformation.
      • Strong background and proven experience in consultative solution approaches, pre-sales/sales processes, and technology-focused solution selling.
      • A strong team player who can collaborate seamlessly with partners, peers, and customer stakeholders globally.
      • The individual needs to be intellectually curious and should have the ability to capture feedback and guidance in the pursuit of sales, partner, and customer success.
    • Secondary:
      • Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.
      • Knowledge of Enterprise Software, including ERP, CRM, Document/Content Management, Information Governance, and BI.
      • Enterprise network architecture and advanced networking technologies.
      • Enterprise Data Protection- Understanding of top Security, Backup, Recovery, and Data protection applications, as well as Enterprise data archiving techniques and applications.
      • Hyperscaler/storage market and use cases – S3/REST, AWS, Microsoft Azure, Google (GCP).
      • ISV use cases with leading ISVs like OpenAI, Snowflake, ServiceNow, Workday, etc.
  • Excellent written, oral, and presentation skills.
  • Strong interpersonal, planning, and analytical skills.
  • Self-motivated and a strong drive to seek information and support in succeeding.
  • Ability to influence and negotiate.
  • Ability to make decisions and think in broad terms, considering the impact on the entire company.
  • This is a remote role but requires 60% – 70% travel.

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