Iron Mountain is seeking a Library Solutions Architect and Subject Matter Expert "SME" to support our new Library Services Business (http://www.ironmountain.com/Solutions/Library.aspx ). This is a professional level librarian position that will work closely with library and special collections clients and partners. The SME will communicate solutions using appropriate terminology for meeting collection, offsite storage, relocation, imaging and other associated needs. They will act as a conduit between the library professional environment and a sales team more accustomed to positioning information solutions in records management terms. They will gain an understanding of the customer’s technical/organizational challenges and appropriately position Iron Mountain solutions to solve these challenges using the terminology appropriate for the buyer persona.
Technical Knowledge: The SME will have the ability to communicate a clear in-depth understanding of the challenges the target communities face in regards to physical collections. The SME will need to understand available options, technologies and the customer processes required to implement offsite storage solutions, digital imaging solutions, moving services, and media restoration solutions, based on library requirements. Familiarity with library management and archival solutions is required, although deep technical knowledge is not necessary.
Presentation and Communication: The Library Services SME needs to communicate solutions to potential library customers using appropriate terminology for meeting library collection, offsite storage, relocation, imaging and other associated needs. They will act as a conduit between the library professional environment and a sales team more accustomed to positioning information solutions in records management terms. They will gain an understanding of the customer’s technical/organizational challenges and appropriately position Iron Mountain solutions to solve these challenges using the terminology appropriate for the buyer persona.
Proven ability to advance sales: The SME will be a known go-to contact within the library, archive, and special collections community for Iron Mountain services. The SME will leverage their connections within the library community to drive brand awareness and create and ensure Iron Mountain visibility to potential buyers. The SME will work to build relationships with potential Iron Mountain library customers and assist, enhance and advance those customer engagements. In some cases, the SME brings deals to the sales team through his/her network. In other cases, he/she is engaged by the Iron Mountain Sales team when an opportunity is identified and requires Library/Archive expertise to aid in further qualification, positioning and deal advancement. This is achieved through industry knowledge, product knowledge, technical knowledge and most importantly the ability to properly position and sell Iron Mountain services based on a strong understanding of library and information industry trends, methods and technologies. The goal is to increase sales ability to close opportunities with existing and new customers by identifying solutions for library client prospects.
•Master’s degree in Library Science required.
•Use specific industry, product and technical knowledge to aid sales in prospect meetings with an objective to better qualify, properly position and help close Iron Mountain Library Services opportunities
•Network with the Library and Archives community to promote Iron Mountain Library Services
•Present solution overviews of Iron Mountain Library Services
•Understands the Iron Mountain internal operations processes and how they are implemented for Library Services customers
•Answer product questions regarding Iron Mountain Library Services
•Answer sales teams questions regarding Iron Mountain Library Services
•Support RFPs and RFQs regarding Iron Mountain Library Services
•Sales rep follow up and sales support on Library Services opportunities
•Aid Sales process development for Library Services solution
•Provide Sales process and high level product training on Library Services
•Provide Solution configuration recommendations, product pricing, quote/schedule/contract/SOW creation, modification and support
•Gather and share intelligence on market trends, industry trends and competitors
•Attend relevant Library and Archives conferences and marketing events to create and advance opportunities
•Support and educate cross functioning teams such as marketing, sales enablement, legal, contracts, operations, support, channels, product management to aid in Library Services business growth
•Skilled in Track pipeline progress through SalesForce and produce reports for sales leadershipwith the ability to track progress and produce reports
•Strong verbal and written communication skills are mandatory
•Previous experience in one or more:
Public Research Library
Private Library or Historical Society
Archive or Special Collections
•5-10 years of experience preferred
•This position will support customers on the East Coast, ideal candidate must have the ability to travel (up to 60% - Including local)
•This is a fulltime opening with the possibility of being remote