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
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Act as a Professional Services SME during pre-sales activities for clients and internal teams.
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Maintain a portfolio of success stories and reusable solution patterns to support sales conversations and accelerate decision-making.
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Partner closely with Sales, Legal, and Delivery teams to ensure solution feasibility, commercial alignment, and delivery readiness.
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Clearly articulate global PS offerings, including service catalogs, pricing tools, rate cards, and scope templates.
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Develop region-specific PS offerings, estimation tools, and collateral aligned with market needs.
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Conduct enablement sessions with Sales, Solutions Architects (SAs), and Sales Engineers (SEs) on PS offerings and GTM processes.
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Maintain a centralized repository for India-specific GTM assets.
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Track the PS opportunity pipeline to maintain visibility on scope, value, and product alignment.
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Identify stuck or at-risk deals and collaborate with stakeholders to resolve bottlenecks.
2. Delivery Alignment & Commercial Governance
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Own the structuring of PS proposals and Statements of Work (SOWs), ensuring clarity on billing models, effort estimates, delivery frameworks, and commercial structures.
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Collaborate with solutioning and delivery teams to validate effort, feasibility, and margin.
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Ensure adherence to pricing governance, documentation protocols, and internal approval processes.
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Finalize SOWs including scope, terms, payment milestones, staffing models, and scope change protocols.
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Conduct structured handovers to Delivery teams using defined checklists, trackers, and context briefs.
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Stay informed on proposed solutions and recommend constructive changes when needed.
3. Systems, Tools & Process Hygiene
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Ensure completeness and accuracy of data in internal systems such as D360 or equivalents.
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Utilize internal estimation sheets, calculators, and workflows; align with Finance and Operations.
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Recommend and drive improvements in GTM processes and approval frameworks.
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Collaborate with global CPs to share and adopt best practices.
4. Strategic Contribution & PS Evangelism
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Evangelize the value of Professional Services within the India business unit.
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Support leadership presentations and contribute to strategic initiatives to improve PS attach rates and presales effectiveness.
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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.
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Reduction in delivery risks through robust SOWs and accurate effort estimation.
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Increased forecast accuracy and stronger collaboration with Sales.
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Higher percentage of deals delivered within approved margins.
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Greater adoption of standardized tools and handoff processes.
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Tangible contributions to PS thought leadership (playbooks, templates, best practices).
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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.
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Strong understanding of software implementation life cycles, preferably in document management, automation, analytics, or digital transformation.
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Familiarity with Scanning, BPO, and iBPM solutions.
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Demonstrated ability to work cross-functionally across Sales, Presales, Delivery, Finance, and Operations.
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Excellent verbal/written communication, executive presence, and analytical skills.
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Proficiency with tools like Salesforce, D360, Clari, or similar.
Preferred Experience -
Experience working with global/regional teams to tailor offerings.
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Exposure to fixed-price and T&M (Time & Materials) delivery models.
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Understanding of pricing frameworks and estimation techniques.
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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.
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Customer-Centric: Keeps client outcomes and feasibility at the core of all decisions.
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Collaborative: Influences across functions without formal authority.
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Structured Yet Flexible: Applies discipline while adapting to change.
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Business-Savvy: Understands commercial and operational impacts.
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Willingness to Travel: Must be open to travel as required.
