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 stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Role Summary

The Client Principal (CP) plays a strategic role in bridging the Sales and Delivery functions for Iron Mountain’s Professional Services (PS) business. As the face of PS during both pre- and post-booking phases, the CP ensures every engagement is scoped accurately, structured clearly, and transitioned seamlessly to the Delivery team—with a focus on reducing delivery risk and increasing solution value realization. This role requires strong stakeholder alignment, deep solutioning experience, and the ability to navigate ambiguity in a fast-paced, evolving environment.

Key Responsibilities

1. GTM Alignment & Sales Enablement

Act as a Professional Services SME during pre-sales activities for clients and internal teams.

Maintain a portfolio of success stories and reusable solution patterns to support sales conversations and accelerate decision-making.

Partner closely with Sales, Legal, and Delivery teams to ensure solution feasibility, commercial alignment, and delivery readiness.

Clearly articulate global PS offerings, including service catalogs, pricing tools, rate cards, and scope templates.

Develop region-specific PS offerings, estimation tools, and collateral aligned with market needs.

Conduct enablement sessions with Sales, Solutions Architects (SAs), and Sales Engineers (SEs) on PS offerings and GTM processes.

Maintain a centralized repository for India-specific GTM assets.

Track the PS opportunity pipeline to maintain visibility on scope, value, and product alignment.

Identify stuck or at-risk deals and collaborate with stakeholders to resolve bottlenecks.

2. Delivery Alignment & Commercial Governance

Own the structuring of PS proposals and Statements of Work (SOWs), ensuring clarity on billing models, effort estimates, delivery frameworks, and commercial structures.

Collaborate with solutioning and delivery teams to validate effort, feasibility, and margin.

Ensure adherence to pricing governance, documentation protocols, and internal approval processes.

Finalize SOWs including scope, terms, payment milestones, staffing models, and scope change protocols.

Conduct structured handovers to Delivery teams using defined checklists, trackers, and context briefs.

Stay informed on proposed solutions and recommend constructive changes when needed.

3. Systems, Tools & Process Hygiene

Ensure completeness and accuracy of data in internal systems such as D360 or equivalents.

Utilize internal estimation sheets, calculators, and workflows; align with Finance and Operations.

Recommend and drive improvements in GTM processes and approval frameworks.

Collaborate with global CPs to share and adopt best practices.

4. Strategic Contribution & PS Evangelism

Evangelize the value of Professional Services within the India business unit.

Support leadership presentations and contribute to strategic initiatives to improve PS attach rates and presales effectiveness.

Collaborate with Sales and Account teams to proactively shape demand and opportunities.

Success Metrics

Improved win rate and faster deal velocity for PS engagements due to effective scoping and alignment.

Reduction in delivery risks through robust SOWs and accurate effort estimation.

Increased forecast accuracy and stronger collaboration with Sales.

Higher percentage of deals delivered within approved margins.

Greater adoption of standardized tools and handoff processes.

Tangible contributions to PS thought leadership (playbooks, templates, best practices).

Evidence of meaningful change in PS engagement structuring, governance, or delivery.

Qualifications

12–17 years of experience in customer-facing roles in solution design, presales, delivery, or consulting.

Strong understanding of software implementation life cycles, preferably in document management, automation, analytics, or digital transformation.

Familiarity with Scanning, BPO, and iBPM solutions.

Demonstrated ability to work cross-functionally across Sales, Presales, Delivery, Finance, and Operations.

Excellent verbal/written communication, executive presence, and analytical skills.

Proficiency with tools like Salesforce, D360, Clari, or similar.

Preferred Experience

Experience working with global/regional teams to tailor offerings.

Exposure to fixed-price and T&M (Time & Materials) delivery models.

Understanding of pricing frameworks and estimation techniques.

Hands-on involvement in Professional Services delivery or SOW development is a strong plus.

Key Attributes

Agile & Self-Driven: Operates independently and drives clarity amidst complexity.

Customer-Centric: Keeps client outcomes and feasibility at the core of all decisions.

Collaborative: Influences across functions without formal authority.

Structured Yet Flexible: Applies discipline while adapting to change.

Business-Savvy: Understands commercial and operational impacts.

Willingness to Travel: Must be open to travel as required.

Interested candidates may apply directly or share their updated resumes with runa.singha@ironmountain.com.

Thanks and regards,

TA Team

Category: Sales