Senior Director, Solutions Architecture – Commercial Strategy

Iron Mountain

. Partner with Commercial Sales on high-value, complex opportunities .

Posted 10/21/2026full-timeRemote • Massachusetts • United StatesSenior💰 $187,800 - $250,400 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in technical sales and solutions architecture, with a strong focus on IT Asset Management (ITAM) and IT Asset Disposition (ITAD). Proven ability to lead cross-functional teams, develop pricing models, and engage with senior stakeholders to optimize deal structures and margins.

Highest-signal resume keywords

Technical Sales ExperienceSolutions ArchitectureIT Asset Management (ITAM)Data Destruction Standards KnowledgePeople Management Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Data Erasure WorkflowsMargin Optimization FrameworksPre-Sales Margin ModelsHardware Yield FrameworksSecondary-Market Valuation StrategiesCustom SLA ScopingEnterprise Storage ArchitecturesSanitization Software KnowledgeComponent HarvestingRecycling Compliance Frameworks

Soft Skills

Outstanding Oral CommunicationOutstanding Written CommunicationInfluencing C-Suite ExecutivesBuilding Alignment Across TeamsCoaching and Talent Development

Certifications & Qualifications

Bachelor’s DegreeMaster’s or MBA Preferred

Industry Keywords

IT Asset Lifecycle ManagementData Center Hardware DecommissioningEnterprise IT Hardware Reverse LogisticsNIST 800-88DoD Standards

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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