Strategic Enterprise Deals Architect (Hybrid)

Clutter; Melbourne; Hybrid; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid working model

Global brand & impact

Competitive total rewards with uncaps

Job summary

Iron Mountain is seeking a seasoned Strategic Large Deal Seller to architect and close high-value enterprise opportunities across Australia. You will lead cross-functional pursuit teams, apply MEDDICC qualification, and craft compelling business cases for CFOs and CIOs.

You’ll collaborate with frontline sellers, pricing analysts, delivery leads, and legal counsel to shape unified propositions, drive negotiations, and ensure a smooth handover to delivery and client success teams.

Qualifications

• 10+ years leading enterprise deals.
• Experience closing multi-million-dollar ($3M–$10M+ TCV) enterprise transactions.
• Strong pricing mechanics, margin structuring, and ROI modeling.
• Experience applying MEDDICC or similar qualification frameworks.
• Proven matrix leadership and collaboration with account owners and procurement committees.

Responsibilities

• Lead complex pursuits on high-value enterprise opportunities.
• Co-sell and orchestrate cross-functional teams (solution architects, pricing analysts, delivery leads, legal counsel).
• Build executive business cases and ROI models for CFOs/CIOs/CROs.
• Structure innovative commercials and pricing to balance affordability and profitability.
• Drive commercial closure and ensure smooth handovers to delivery and client success.

Skills

Enterprise deal leadership

MEDDICC framework

Pricing & TCO modeling

Cross-functional leadership

Contract negotiations

Education

Tertiary qualifications in Business, Commerce, Law, IT

Job description

Iron Mountain is seeking a seasoned Strategic Large Deal Seller to architect and close high-value enterprise opportunities across Australia. You will lead cross-functional pursuit teams, apply MEDDICC qualification, and craft compelling business cases for CFOs and CIOs.

You’ll collaborate with frontline sellers, pricing analysts, delivery leads, and legal counsel to shape unified propositions, drive negotiations, and ensure a smooth handover to delivery and client success teams.