Sales Enablement Manager

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.

You are responsible for enabling revenue performance by providing training, content, processes, practices, and tools needed to support salespeople throughout the buyer's journey. You will refine, execute, and coach our holistic go-to-market enablement strategy that includes enablement on Iron Mountain systems and processes, products & solutions, industry expertise, sales methodology, the buyer and customer journey, and functional expertise for sales positions.

You'll own the tactics and execution of the enablement programs in your assigned geography and commercial segments and provide perspective and feedback to improve strategy and program development. Our Commercial sales teams are growing dramatically and this role has a direct impact on our ability to deliver value to our customers.

Success is defined as working collaboratively and in lockstep with Sales, Customer Success, Commercial Excellence, and other key stakeholders to increase sales results, efficiency, and productivity.

Key Responsibilities

• Onboarding: Ensuring new commercial colleagues deliver value as quickly as possible. Examples: Refining, localizing, and managing segment-specific onboarding curricula, executing the program, and working with managers to assess performance.

• Knowledge, Skills, and Acumen Training & Coaching: Enabling managers and sellers to consistently articulate our value to customers. Examples: Reinforcing our sales methodology and supporting a manager-led coaching program, driving programmatic efforts to improve our story-telling capabilities.

• Product Enablement: Equip the commercial organization to understand and position the value and capabilities of our products and solutions and how they connect to the buyer journey. Examples: Collaborating with Commercial Excellence and Product Enablement to deliver enablement content and training.

• Sales Plays: Work with the Sales Play CoE, enabling sellers to build pipeline and close opportunities. Example: Coaching managers and sellers on sales play execution.

• Continuous Improvement: Promote a culture of data-driven continuous improvement and recognition, working in lockstep with Sales Operations and Sales leadership. Example: Monitor enablement completion/usage data and sales production data to recognize top performers and to identify learning/performance gaps.

• Sales Process and Motions: Ensure sales teams have the content and tools to support conversations throughout the sales process. Examples: Drive the rollout of a refined sales stage process and the related pipeline management and forecasting approach.

• Tool Training & Adoption: Maximize ROI of our sales tool stack, by managing the adoption and optimal usage of enablement and productivity tools. Examples: SFDC, learning management system, sales enablement platform, digital adoption tools, and call analytics platforms.

• Enablement Calendar: Increase selling time and productivity by participating in the development, communication, and execution of an ongoing enablement calendar, coordinating with other cross-functional teams.

• Learning & Development: Optimize effectiveness and ROI of training and enablement time, tools, and content. Utilize a variety of training methodologies, techniques, concepts, learning resources, and practices. Example: creating and facilitating engaging in-person or virtual workshops and simulations.

• Evaluation of Metrics and Impact: Analyze qualitative and quantitative data to understand growth opportunities to drive improved business results. Example: Demonstrate the business impact of enablement efforts.

Functional Knowledge, Skills, and Competencies

• 3+ years working in a Sales, Customer Success, Account Management, Sales Enablement, or Learning & Development

• Strong organizational, planning, project management, problem resolution, communication, presentation, facilitation, and influencing skills

• Ability to analyze outcomes and utilize data insights to drive decision-making

• Exceptional communication skills and successful history of cross-functional collaboration with diverse staff members at all levels

• Experience in executing an Enablement Strategy for commercial teams in the 100 person range

• A strong understanding of the different enablement needs in technology or professional services organizations

• In-depth understanding of sales and technical delivery teams - value-based selling

• Demonstrated ability to build trusted relationships across a diverse range of stakeholders

• A passion for the learner experience and an understanding of how to apply best practices in adult learning

• Ability to travel up to 10%

Reasonably expected salary range: $88,400.00 - $117,900.00

Category: Sales Operations Group

Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.

To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE

Requisition: J0072088