Senior Director, Solutions Architecture – Commercial Strategy

Job not on LinkedIn

🔥 0 minutes ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $187.8k - $250.4k / year

⏰ Full Time

🟠 Senior

💻 Solutions Engineer

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Iron Mountain

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1951

📦 Logistics

💼 Consulting

🏥 Healthcare

Logistics • Consulting • Healthcare

Iron Mountain is a global leader in information management services, offering a wide range of solutions such as digital transformation, data and IT security, asset lifecycle management, and records storage. With operations across more than 60 countries, the company serves various industries including financial services, healthcare, public sector, and energy. Iron Mountain's services aim to protect, unlock, and extend the value of customers' information, leveraging advanced technologies like its InSight Digital Experience Platform to unify physical and digital data. The company also provides warehousing and logistics solutions, with a strong focus on sustainability and security.

📋 Description

• Partner with Commercial Sales on high-value, complex opportunities • Scope technical requirements and design customized workflows for data erasure, testing, component harvesting, and destruction SLAs • Lead technical discovery sessions with client CTOs, CISOs, and Procurement Executives • Develop scalable pricing models, rate cards, and margin-optimization frameworks • Model net asset recovery value, secondary-market hardware valuations, component yields, and backend resale revenue-share structures • Conduct pre-contract margin reviews with Finance and Operations • Align deal flows with facility capacity, processing capabilities, throughput limits, and remarketing channel velocity • Co-develop high-margin upsell programs with Product leads • Support oversight of a $50M–$100M+ enterprise deal pipeline • Optimize pre-sales deal margins and model custom SLA costs and backend remarketing revenue-share yields • Execute and refine cross-functional solution architecture and commercial alignment strategy • Partner with regional Operations and Sales leads across global regions • Resolve issues involving technical requirements, operational constraints, and secondary-market pricing volatility • Engage senior client stakeholders during technical scoping and executive sales pitches • Collaborate with Sales, Operations, Remarketing, Product, Legal, and Finance teams • Lead and manage Solutions Engineers, Technical Scoping Analysts, and Commercial Strategy Managers • Handle hiring, performance management, coaching, and talent development

🎯 Requirements

• Bachelor’s Degree required in Business, Computer Science, Engineering, Information Technology, or a related field • Master’s or MBA preferred • 10+ years of experience in technical sales, solutions architecture, commercial deal structuring, or IT asset lifecycle management • Proven track record within IT Asset Management (ITAM), IT Asset Disposition (ITAD), data center hardware decommissioning, or enterprise IT hardware reverse logistics • Minimum 3–5 years of direct people management experience • Deep understanding of enterprise storage/compute architectures • Knowledge of data destruction standards including NIST 800-88 and DoD • Knowledge of sanitization software, component harvesting, and recycling compliance frameworks • Hands-on expertise building pre-sales margin models, hardware yield frameworks, secondary-market valuation strategies, and revenue-share deal structures • Proficiency in crafting competitive rate cards and scoping custom client SLAs • Outstanding oral and written communication skills • Ability to influence C-suite executives • Ability to build alignment across matrixed teams without direct authority

🏖️ Benefits

• Comprehensive health, wellness, and retirement plans starting on the first day of employment • Flexible vacation plan • Flexible schedules • Ongoing training • Corporate learning resources • Internal advancement opportunities on a global scale • Comprehensive company-wide benefits package