Location
Bangalore | India
Job description
At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That's why we need smart, committed people to join us. Whether you're looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.
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.
Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions If so, let's start the conversation.
Iron Mountain urgently looking for -
Client Principal
Location - Bangalore, India
About the Opportunity..
Provides oversight and strategic engagement with both internal (Iron Mountain) and client stakeholders. Helps shape the client thinking into the services / applications being delivered. Delivers guidance into the art of the possible, alignment with business objectives and a roadmap to get there. Owns the final scope and Statement of Work for Iron Mountain Professional Services Solutions. Ensures the quality of documentation from the functional and technical architects throughout the workshop and design phases. Is accountable for the sign off of the artefacts created during the Design phase including, user stories, sprints & deliverables, documentation, final scope and acceptance criteria. Is accountable for overall project success.
YOU WILL GET TO…
- Owns the Professional Services book of business for Content and Data Services engagements for the India Region from facilitation of sales through successful delivery
- Build and maintain strong, long-term relationships with Iron Mountain customers so that you understand the customer business goals, challenges and market opportunities and can identify new opportunities to meet them through Iron Mountain Offerings
- Build close working relationships with both the Digital Business Unit and Commercial team within sales Organization so that Iron Mountain Professional Services is represented
- Work with other teams within Iron Mountain (Implementation/Operations/Product) to ensure a premium customer experience
- Write clear, unambiguous and concise statements of work which capture the customer business value objectives
- Drive all phases of the services sales cycle and successfully orchestrate customer as well as internal stakeholders (subject matter experts, sales, legal and operations) to get assist in getting a successful close
- Keep abreast of the services capabilities and maintain a portfolio of success stories in order to connect the dots in the field and showcase relevant past experiences to prospective customers
- Working with a team of functional architects and solution specialists to deliver high quality work at high utilization levels
- Organizing and managing client workshops during the kick off and design phase to ensure that all relevant stakeholders are involved and 'User Stories' and Sprints developed
- Assist pre-sales activities by functioning as a Professional Services SME for clients and internal teams.
- Work with the delivery team on all project documentation including but not limited to budget/finance reports, staff utilization, risk register, decision logs, project status reports and comprehensive implementation plans.
- Working with the Project Manager has all the resources required to complete the project.
- Working with the delivery team in closing the project at its completion and handover to customer success.
What excites us..
Core Skills:
- Understanding of managing complex multi-million dollar client projects and requirements with engagement up to C level.
- Demonstrate knowledge and confidence in executing and implementing implementation best practices, Agile development, methodologies, and content services platform technology.
- Understanding and management of a P&L for project resources.
- Able to write business reports and business cases for the outcomes / potential outcomes of a project / change. Be able to demonstrate return on investment & cost analysis.
- Familiarity with services sales concept (T&M, Fixed fee, milestones, acceptance, NTE, scope, etc) and experience in navigating a negotiation and handling objections elegantly and with a desire to find a mutually acceptable solution
- Excellent customer interaction and presentation skills (ability to present to different audiences and bring the message across in a concise, professional manner) working in a multi-matrixed environment
- Ability to get to the core of the business problem at hand and develop a creative, elegant 'path to yes' solution
Secondary Skills:
- Good understanding of Content Services Platforms and the marketplace.
- Good understanding of Enterprise IT architecture and landscape.
- Good understanding of cloud & enabling technologies such as JavaScript, JSON, Python, Rest API, XML etc.
- Good understanding of agile software development.
Qualification
- 10+ years of experience as a consultant/professional services lead with a demonstrated track record of delivering successful digital projects.
- Demonstrated ability and experience executing projects using agile methodologies
- Experience creating and presenting professional client-facing documentation and demonstrating outstanding negotiation and collaboration facilitation.
- Have ability and confidence working in a fast-paced and dynamic environment that requires self-directed initiative.
Interested candidates can apply for the role directly or write to me at [HIDDEN TEXT].
Thanks,
Runa
TA India Team
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