At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental.
We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers.
Here, you’ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you’ll be part of a global workforce that embraces the differences among us.
And here, we’ll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us.
We can’t wait to hear about YOU.
Sr. Manager, Sales Enablement is responsible for enabling revenue performance by leading our field Sales Enablement team that provides training, content, processes, practices, and tools needed to support salespeople throughout the buyer's journey.
You will lead your team to 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 will oversee the day-to-day performance, tactics, and execution of the Sales Enablement field team and ensure that they are performing effectively and satisfied in their role.
Success is defined as :
Managing a high performing and motivated team that applies innovative and value-add change management, communication, and learning & development solutions.
Working collaboratively and in lockstep with Sales, Commercial Excellence CoEs (Center of Excellence), Sales Enablement, and other key stakeholders to increase sales results, efficiency, and productivity.
Interpret, communicate, and execute on key business and stakeholder priorities
Our Commercial sales teams are growing dramatically and this role has a direct impact on our ability to deliver value to our customers.
Coach, motivate, hire, and manage a world-class field enablement team. Develops, coordinates, and enforces systems, policies, procedures, and productivity standards within Sales Enablement and our field enablement team.
Sales Enablement Leadership : Work closely with the Director of Sales Enablement to define objectives, identify and evaluate trends and options, choose a course of action, and evaluate outcomes as it relates to Sales Enablement strategy & operations.
Onboarding : Ensure the field enablement team is executing to assist new sellers deliver value as quickly as possible. Examples : Refining, localizing, and managing segment-specific onboarding curricula, executing the program, working with managers and Commercial Excellence Business Partners to assess performance.
Knowledge, Skills, and Acumen Training & Coaching : Develops, coordinates, and enforces the field enablement of managers and sellers to consistently articulate our value to customers.
Examples : Reinforcing our sales methodology and supporting a manager-led coaching program, as well as driving programmatic efforts to improve our story-telling capabilities.
Product Enablement : Equip sellers to understand and position the value and capabilities of our products and solutions and how they connect to the buyer journey.
Examples : Collaborating with the Sales Enablement CoE and Product Enablement team to deliver enablement content and training.
Sales Plays : Strategize with Sales Play CoE and Sales to enable reps to consistently leverage Sales Plays to drive and close opportunities.
Example : Managers and seller coaching on sales play execution.
Continuous Improvement : Promote a culture of data-driven continuous improvement and recognition, working in lockstep with Sales Performance CoE, Business Partners, Sales Enablement, and Sales leadership.
Examples : Work with the Sales Enablement Director to creating and implement strategies and plans to maximize sales enablement field team performance.
Monitor enablement completion / usage data and sales production data to recognize top performers and to identify learning / performance gaps (and align with Sales + Commercial Excellence CoEs to address those 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 (WalkMe), 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 : facilitating engaging in-person or virtual workshops and simulations
Translations, Localization, and Tailoring : Facilitate the effectiveness of sales training, content, messaging, and communications through the tailoring, translation, and localization of approaches and content (as required).
Evaluation of Metrics and Impact : Analyze qualitative and quantitative data to understand where your sales enablement and sales teams have growth opportunities that will drive improved business results.
Example : Demonstrate the business impact of enablement efforts.
Functional Knowledge, Skills, and Competencies
5+ years working in a Sales, Marketing and / or Customer Success Enablement role
Experience hiring, managing and mentoring Sales Representatives is a plus.
Experience in executing an Enablement Strategy for global sales teams
Ability to lead, motivate, and and manage a team of diverse employees in multiple countries, languages, and cultures
Strong team-building and staff development skills, including an aptitude for collaborating and building relationships, understanding team dynamics, taking initiative, and solving problems
Demonstrated ability to build trusted relationships & collaboration across a diverse range of stakeholders
Exceptional communication skills and successful history of cross-functional collaboration with diverse staff members at all levels.
Ability to provide clear and concise direction.
Critical thinking and change management within dynamic organizations
Experience working in rapidly changing and dynamic environments and thrives in a fast-paced, high-growth work environment
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
A strong understanding of the different Sales needs in technology or professional services companies
In-depth understanding of sales and technical delivery teams - value-based selling.
A passion for the learner experience and an understanding of how to apply best practices in adult learning
A Bachelor's degree or Licence degree (based on the higher education"LMD" degree structure) with a total of 3-4 years of educational study (180 240 ECTS) or equivalent is preferred
Mandatory proficiency in English. Ability to speak multiple languages preferred.
Ability to travel 25%.
Category : gja Sales Operations Group