Senior Director, Solutions Architecture & Commercial Strategy

Iron Mountain; United States; Remote; USD 188,000 - 250,000; Full time

Benefits offered by this job

Day-One Benefits

Flexible vacation & schedule

Career development opportunities

Competitive compensation & benefits

Job summary

Iron Mountain is seeking a Senior Director, Solutions Architecture & Commercial Strategy to bridge Sales, Operations, Remarketing, and Enterprise Clients. You will embed technical deal-scoping and pricing models into the pre-sales process to ensure enterprise commitments are technically sound, operationally executable, and margin-optimized.

Lead Solutions Engineers and Commercial Strategy Managers, align capacity and pricing, and drive cross-functional collaboration across global regions in

Qualifications

• Bachelor’s Degree in Business, CS, Engineering, IT, or related field.
• 10+ years in technical sales, solutions architecture, or IT asset lifecycle management.
• Domain knowledge in ITAM/ITAD and data center hardware reverse logistics.
• Leadership experience managing technical teams.

Responsibilities

• Innovate pricing models, rate cards, and margin-optimization in pre-sales.
• Lead technical scoping sessions with senior client stakeholders.
• Align deal flows with facility capacity and remarketing channels.
• Manage enterprise deal pipeline and margin modeling.
• Collaborate with Sales, Operations, Finance, Legal, and Remarketing.

Education

Bachelor’s Degree

MBA preferred

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.

Business Purpose

Complex enterprise IT Asset Disposition (ITAD) deals, data center decommissioning, and reverse logistics programs require seamless integration between commercial structuring, technical solutioning, and downstream remarketing execution.

The Senior Director, Solutions Architecture & Commercial Strategy serves as a key cross-functional bridge across Sales, Operations, Remarketing, and Enterprise Clients. By embedding deep technical deal-scoping and secondary-market pricing models directly into the pre-sales process, this role ensures that enterprise commercial commitments are technically sound, operationally executable, and financial margin-optimized.

What You’ll Do

In this role, you will:

• Technical Deal Architecture & Solution Design: Partner directly with Commercial Sales on high-value, complex opportunities to scope technical requirements, design customized workflows (onsite/offsite data erasure, testing, component harvesting, destruction SLAs), and lead technical discovery sessions with client CTOs, CISOs, and Procurement Executives.

• Commercial Strategy, Pricing & Remarketing Alignment: Develop scalable pricing models, rate cards, and margin-optimization frameworks that model net asset recovery value against secondary market hardware valuations, component yields, and backend resale revenue-share structures while conducting pre-contract margin reviews with Finance and Operations.

• Operational & Remarketing Capacity Alignment: Embed within facility and operational leadership to align incoming deal flows with real-time site capacity, processing capabilities, throughput limits, and remarketing channel velocity, while co-developing high-margin upsell programs with Product leads.

• Revenue/P&L Accountability: Support oversight of $50M–$100M+ Enterprise Deal Pipeline; responsible for pre-sales deal margin optimization, custom SLA cost modeling, and backend remarketing revenue-share yield modeling.

• Strategic Responsibility: Executes and refines the cross-functional solution architecture and commercial alignment strategy for enterprise sales. Implements pricing structures and net-recovery yield models to balance upfront service fees with secondary-market remarketing value share. Partners with regional Operations and Sales leads across global regions to ensure operational consistency in solution delivery.

• Business Expertise: Requires extensive knowledge of IT Asset Management (ITAM), ITAD, enterprise hardware lifecycles, and reverse logistics workflows. Deep financial and commercial acumen is needed to structure complex enterprise contracts, conduct net asset recovery modeling, and evaluate deal margin trade-offs across enterprise verticals (BFSI, Healthcare, Tech).

• Problem Solving: Resolves complex issues at the intersection of technical customer requirements, operational facility constraints, and secondary market pricing volatility. Structures commercial frameworks for volatile asset classes (e.g., enterprise GPUs and memory) where hardware valuations fluctuate significantly between contract signing and final disposition.

• Interpersonal Skills & Interactions: Engages senior client stakeholders (CTOs, CISOs, Procurement Directors) during technical scoping and executive sales pitches. Internally collaborates with Sales, Operations, Remarketing, Product, Legal, and Finance teams. Requires strong executive communication, negotiation, and cross-functional influence without direct authority.

• Supervisory Responsibility: Direct leadership and management of Solutions Engineers, Technical Scoping Analysts, and Commercial Strategy Managers. Accountable for hiring, performance management, coaching, and talent development within the team.

What You’ll Bring

The ideal candidate will have:

• Bachelor’s Degree: Required in Business, Computer Science, Engineering, Information Technology, or a related field; Master’s or MBA preferred.
• 10+ Years of Experience: Demonstrated progression in technical sales, solutions architecture, commercial deal structuring, or IT asset lifecycle management.
• Domain Knowledge: Proven track record within IT Asset Management (ITAM), IT Asset Disposition (ITAD), data center hardware decommissioning, or enterprise IT hardware reverse logistics.
• Leadership: Minimum 3–5 years of direct people management experience, leading technical sales engineers, solutions architects, or commercial analysts.

Technical & Commercial Competencies

• Technical Mastery: Deep understanding of enterprise storage/compute architectures, data destruction standards (NIST 800-88, DoD), sanitization software, component harvesting, and recycling compliance frameworks.
• Financial Modeling: Hands-on expertise building pre-sales margin models, hardware yield frameworks, secondary-market valuation strategies, and revenue-share deal structures.
• Commercial Strategy: Proficiency in crafting competitive rate cards, scoping custom client SLAs, and balancing service fees against residual market value.

Personal Attributes & Soft Skills

• Executive Presence: Outstanding oral and written communication skills with the ability to influence C-suite executives (CTO, CISO, Chief Procurement Officer).
• Cross-Functional Orchestration: Adept at building alignment across matrixed teams—Sales, Operations, Finance, Legal, and Remarketing—without direct authority.
• Problem-Solving Agility: Strong analytical mindset capable of navigating fluid secondary market pricing, operational bottlenecks, and complex client constraints.

What We Offer

• Day-One Benefits: Enjoy comprehensive health, wellness, and retirement plans with robust benefits starting on your first day of employment.
• Empowering Your Balance: Flexible vacation plan and flexible schedules to support your personal and professional well-being.
• Continuous Career Development: Elevate your skills through ongoing training, corporate learning resources, and internal advancement opportunities on a global scale.
• Compensation & Care: Competitive salary commensurate with your experience, paired with a comprehensive company-wide benefits package.

Reasonably expected salary range: $187,800.00 - $250,400.00

Please note that an employee’s starting salary may vary based on a variety of factors. WhereState, Municipal, Provincial, Territorial or other legal minimum wages exceed the federal minimum wage, employees are entitled to the higher rate.

Category: Sales