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Sales Enablement Program Manager

2 months ago

Springfield, United States Iron Mountain Full time

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.

Sales Enablement Program Manager - Digital

You are responsible for enabling revenue performance by providing & advising on training, content, processes, practices, and tools needed to support salespeople throughout the buyer's journey. You will refine, execute and support the enablement of the Digital Business Unit go-to-market 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 Sell-All and Specialist sales positions. You’ll own the tactics and execution of the Digital Business Unit enablement program Globally 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 Digital Business Unit Product Enablement and Specialist Sales functions, Global GRO Sales Teams, Sales Enablement including the Field & Inside Sales Enablement teams, Commercial Excellence functions and other key stakeholders to increase sales results, efficiency, and productivity.

Key Responsibilities

  • Consulting: Act as a Business Partner to Digital Business Unit stakeholders providing advice and guidance on Enablement Strategies that drive growth across the gamut of Digital Solutions.

  • Onboarding: Work with Sales Enablement L&D Learning Strategists and Architects acting as the voice of the customer to build enablement onboarding content that drives digital success and performance excellence across the BDE, ISR, SDE and SA communities, ensuring new sellers deliver value as quickly as possible.

  • Curriculum Development: Work with Sales Enablement L&D Curriculum designers, Learning Strategists and Architects acting as the voice of the customer to build enablement content that drives digital success and performance excellence across the BDE, ISR, SDE and SA communities.

  • 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, as well as driving programmatic efforts to improve our story-telling capabilities.

  • Product Enablement: Work with Product Enablement as an advisor and consultant to ensure that content is relevant, connects to our sales methodologies and helps sellers to understand and position the value and capabilities of our products and solutions and how they connect to the buyer journey.

  • Sales Plays: Work with the Sales Play team to support the adoption and use of Digital Sales Plays that are capable of driving opportunities.

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

  • Sales Process and Motions: Ensure that 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.

​

Key Responsibilities Continued

  • Tool Training & Adoption: Maximize ROI of our evolving sales tech stack, by managing the adoption and optimal usage of enablement and productivity tools. Examples: SFDC, People.ai, Clari, Co-Pilot, SalesConnect, LMS & CMS, digital adoption tools (WalkMe), and call analytics platforms.

  • Intake Process & Enablement Calendar: Increase selling time and productivity by participating in the development, communication, and execution of an ongoing enablement calendar as an output of a broader Interlock and Intake process, coordinating with the FSEM community and Content Governance 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.

  • Localization, Relevance and Tailoring: Facilitate the effectiveness of sales and enablement training, content, messaging, and communications through the tailoring and localization of approaches and content as required, working with and/or through Regional SEM’s as appropriate.

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

​

Functional Knowledge, Skills, and Competencies:

  • Ability to motivate others on a team and help them succeed

  • Comfortable with Matrix structures and able to work through and with others in the broader team

  • 3+ years working in a Sales, Marketing, and/or Customer Success Enablement role

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

  • 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 field-based teams

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

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

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

  • 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.

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

  • A Bachelor's degree or License 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

  • English is mandatory, multiple languages are a plus.

  • Ability to travel 25%.

Category: Sales Operations Group

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here.

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

If you have a physical or mental disability that requires special accommodations, please let us know by sending an email to accommodationrequest@ironmountain.com. See the Supplement to learn more about Equal Employment Opportunity.

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: J0077870