Client Principal - IDP, Content, Workflow Automation

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.

Client Principal

The role acts as a strategic technical advisor and solutions authority across the full lifecycle of Professional Services engagements within Iron Mountain’s Content and Data Services portfolio. This includes translating complex client requirements into actionable solutions, leading the solution architecture and scoping processes, and driving the commercial and technical success of each engagement. The position ensures that every solution aligns with client business objectives, maximizes ROI, and delivers measurable business outcomes.

Responsibilities

Solution Ownership & Technical Strategy

• Serve as the principal architect of client-facing solutions, owning end-to-end accountability from requirements discovery through to solution design, SOW finalization, and project initiation.
• Translate business challenges into scalable, secure, and future-ready digital solutions that leverage Iron Mountain’s Content and Data Services platform
• Lead the definition of high-level architecture and service design in alignment with customer transformation goals and Iron Mountain’s technical roadmap
• Shape client thinking and strategy through consultative engagement, communicating the “art of the possible” and aligning proposed solutions with both current needs and long-term digital transformation objectives

Pre-Sales and Commercial Engagement

• Drive the full services sales lifecycle – including solution positioning, stakeholder alignment, proposal development, pricing strategy, and deal negotiation – to accelerate deal closure and secure high-quality engagements
• Author clear, outcome-focused Statements of Work (SOWs) that encapsulate business value, functional scope, technical components, and delivery approach.
• Partner closely with Sales, Legal, and Delivery teams to ensure solution feasibility, commercial alignment, and delivery readiness
• Maintain a robust portfolio of referenceable success stories and reusable solution patterns to support technical sales conversations and accelerate decision-making

Stakeholder & Customer Engagement

• Act as the primary technical point of contact and escalation throughout the sales and design phases; ensure that internal SMEs, architects, and delivery teams are aligned with customer expectations
• Develop deep relationships with client stakeholders, understanding their data lifecycle, governance, regulatory, and transformation priorities to anticipate and shape future opportunities
• Collaborate cross-functionally with Product, Engineering, and Operations to ensure that proposed services are deliverable, supportable, and positioned for customer success

Project Oversight & Transition

• Work closely with Project Management to ensure resource readiness, milestone tracking, and budget adherence throughout delivery
• Ensure continuous communication and governance between delivery teams and clients to manage risks, dependencies, and change requests
• Support project closure activities, including client satisfaction review, knowledge transition to Customer Success, and capture of lessons learned for future engagements

Success Metrics

• Increase in win rate and deal velocity for Professional Services engagements
• Reduction in delivery risk due to improved scoping and solution design quality
• High customer satisfaction (CSAT) and Net Promoter Score (NPS) post-implementation
• Growth of existing accounts through identification and conversion of upsell/cross-sell opportunities
• High utilization and performance metrics across assigned architecture and delivery teams

Core Skills

Solution Selling & Strategic Consulting

• Proven success in enterprise solution selling, particularly in complex, multi-stakeholder environments where business and technical value must be clearly articulated
• Deep understanding of value-based selling approaches, including the ability to uncover latent needs, map pain points to technical capabilities, and build business cases aligned to ROI and TCO metrics
• Experience working with or alongside commercial sales teams to develop go-to-market strategies, pitch narratives, and client-facing solution roadmaps
• Strong interpersonal and communication skills; able to convey complex technical concepts to non-technical stakeholders, and vice versa
• Proven track record of working across cross-functional teams including Sales, Product, Engineering, Delivery, and Operations
• Comfortable presenting to C-level executives and contributing to strategic planning conversations

Professional Services Experience

• Demonstrated ability to operate in a Professional Services or consulting environment, with responsibility for client delivery, solution architecture, and stakeholder management.
• Experience leading design workshops, producing technical documentation (SOWs, solution designs, data models), and guiding customers through discovery-to-delivery lifecycles.
• Skilled at translating business requirements into actionable solution plans and technical specifications

Domain & Technical Expertise

• Strong domain knowledge in intelligent content services, including document management, data extraction, and process automation, with the ability to consult across industries and use cases.
• Familiarity with modern Enterprise Content Management (ECM), Business Process Management (BPM), and workflow automation principles, including understanding of records management, metadata strategies, governance, and compliance
• Working knowledge on enabling technologies such as:
  • AI-powered OCR and Intelligent Document Processing (IDP) platforms (e.g., ABBYY, Hyperscience, Kofax, Microsoft Syntex)
  • Robotic Process Automation (RPA) tools (e.g., UiPath, Automation Anywhere, Power Automate).
  • Natural Language Processing (NLP) and Large Language Models (LLMs) for unstructured data processing, entity recognition, and classification.
  • Machine Learning (ML) concepts and their applications in document intelligence, data enrichment, and predictive insights
• Strong grasp of software development life cycle (SDLC) principles and delivery methodologies including Agile, Scrum, and DevOps, with the ability to bridge between business requirements and iterative delivery
• Ability to evaluate and articulate the trade-offs between build vs. buy, SaaS vs. on-prem, and manual vs. automated solutions in the context of customer constraints and objectives
• Comfort working in technically diverse ecosystems with cloud-based platforms, APIs, and microservices architectures—even if not hands-on with all technologies

Qualifications

• 8+ years in Professional Services, Solution Architecture, or Consulting within the Information Management, Data Services, or Automation domains.
• 5+ years of direct implementation experience with all aspects of an Enterprise Content Management platform from deployment to development of advanced business solutions and workflows; relevant platform certifications are a plus.
• Bachelor’s degree in Computer Science, Information Systems, Engineering, or related technical discipline.
• Industry certifications in relevant platforms (e.g., AI/ML, IDP, ECM, RPA, cloud architecture) are a strong plus.

#Li-Remote