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.
As a Sales Enablement Manager, you will be responsible for empowering our sales teams to achieve higher performance by providing comprehensive training, relevant content, streamlined processes, and effective tools. Your role involves refining and executing our go-to-market enablement strategy, encompassing system and process training, product and solution knowledge, industry insights, sales methodologies, and an understanding of the buyer’s journey. You’ll own the tactics and execution of the enablement programs in your assigned segments, provide perspective and feedback to improve strategy, and execute holistic 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: Develop and manage segment-specific onboarding curricula to ensure new commercial team members deliver value swiftly. This includes executing programs and collaborating with managers to assess performance.
- Training & Coaching: Enable managers and sellers to consistently articulate our value proposition. This involves reinforcing our sales methodology, supporting manager-led coaching programs, and enhancing storytelling capabilities.
- Product Enablement: Equip the commercial organization to understand and effectively position our products and solutions in alignment with the buyer's journey. Collaborate with Commercial Excellence and Product teams to deliver relevant content and training.
- Sales Plays: Work with the Sales Play Center of Excellence to enable sellers to build pipelines and close opportunities, including coaching managers and sellers on sales play execution.
- Continuous Improvement: Promote a culture of data-driven continuous improvement by monitoring enablement completion, usage data, and sales performance to recognize top performers and identify learning gaps.
- Sales Process and Tools: Ensure sales teams have the necessary content and tools to support conversations throughout the sales process. Drive the rollout of refined sales stages and related pipeline management and forecasting approaches..
- Tool Training & Adoption: Maximize the ROI of our sales tool stack by managing the adoption and optimal usage of enablement and productivity tools, including CRM systems, learning management systems, sales enablement platforms, and call analytics platforms.
- Enablement Calendar: Increase selling time and productivity by developing, communicating, and executing an ongoing enablement calendar in coordination with cross-functional teams.
- Learning & Development: Optimize the effectiveness and ROI of training and enablement initiatives by utilizing a variety of methodologies, techniques, and resources. This includes creating and facilitating engaging in-person or virtual workshops and simulations.
- Evaluation of Metrics and Impact: Analyze qualitative and quantitative data to identify growth opportunities and drive improved business results, demonstrating the impact of enablement efforts.
Qualifications, Skills, and Competencies
- 3+ years working in a Sales, Customer Success, Account Management, Sales Enablement, or Learning & Development
- Strong organizational, planning, project management, problem-solving, communication, presentation, facilitation, and influencing skills
- Ability to analyze outcomes and utilize data insights to drive decision-making
- Exceptional communication skills with a successful history of cross-functional collaboration with diverse staff levels
- Experience in executing an Enablement Strategy for commercial teams of approximately 100 individuals
- A strong understanding of the 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
- Proficiency in CRM, sales analytics tools, and enablement platforms
- Ability to travel up to 10%
Reasonably expected salary range: $91,100.00 - $121,400.00
Category: Sales Operations Group
