Job Information
Iron Mountain Sales Enablement Manager - Lead in Berlin, Germany
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.
The Opportunity:
Job title: Field Sales Enablement Manager – Lead
Location: Poland/ Germany/ Austria/ Netherlands/ Czech Republic
Work type: 100% remote
Permanent, full time
We are seeking a passionate Field Sales Enablement Manager - Lead responsible for enabling revenue performance by providing training, content, processes, practices, and tools needed to support salespeople throughout the buyer's journey.
Primary purpose of the role:
You will refine, execute, and coach our holistic go-to-market enablement strategy, including enablement on Iron Mountain systems, processes, products, solutions, industry expertise, sales methodology, buyer and customer journey, and functional expertise for sales positions. As the Regional Sales Enablement Leader, you’ll lead the regional team, enabling and empowering them to own the tactics and execution of the enablement programs in their assigned geography and sales segments and provide perspective and feedback to improve strategy and program development. This role directly impacts our Commercial organization's ability to deliver value to our customers.
This is a player-manager role, and you’ll need to balance leading a small team with enabling revenue performance in your designated geography.
Success is defined as working collaboratively and in lockstep with Sales, Specialist Sales functions, the broader Sales Enablement team, Commercial Excellence functions, and other key stakeholders to increase sales results, efficiency and productivity. Leadership success feels and looks collaborative and collegiate with a sense of pace.
Key Responsibilities
Leadership: Leading the Regional Field Enablement team in the execution of the Key Responsibilities detailed in this document.
Collaboration: Act as member of the Field Sales Enablement Leadership team and participate in broader Sales Enablement group forums and discussions sharing & shaping best practice and resources to drive revenue performance across the region and beyond.
Onboarding: Ensuring new sellers deliver value as quickly as possible. Executing the Global program, applying local knowledge to bring the program to life across mixed cohorts, ensuring relevance to each delegate, with the cultural sensitivity necessary for multi-country cohorts. Work with SE leadership & Commercial Excellence Business Partners 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, as well as driving programmatic efforts to improve our story-telling capabilities.
Product Enablement: Work with Product Enablement partners as an advisor to ensure that product content is relevant, connects to our sales methodologies and helps sellers 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 Sales Performance CoE, Business Partners, Sales Enablement, and Sales leadership.
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.
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 L&D community and Content Governance Project Management 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 using strong facilitation skills.
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:
Specific experience as a quota bearing seller for a minimum of 3 years
Strong working experience in a Sales, Marketing, and/or Customer Success Enablement role
Financially numerate and with strong business acumen
Comfortable with Matrix structures and able to deal with ambiguity
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 a successful history of cross-functional collaboration with diverse staff members at all levels
Experience in executing an Enablement Strategy for field-based teams in the 200 person range
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 a rapidly changing and dynamic environment 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 and German are mandatory. Multiple languages are a plus (French, Spanish)
Ability to travel 25%.
Discover what awaits you:
Discover Limitless Possibilities: Embark on an exciting journey with Iron Mountain, a global organization that embraces transformation and innovation.
Empowering Inclusion: Join a supportive environment where everyone's voice is heard, opinions are valued, and feedback is encouraged, fostering an atmosphere of inclusion and belonging.
Global Connectivity: Connect with 26,000+ talented individuals from 59 countries, opening doors to diverse cultures and fostering global learning opportunities.
Championing Individuality: Be part of a winning team that celebrates diversity and encourages individual differences to drive greatness.
Competitive Total Rewards: supporting your career at Iron Mountain, family, personal wellness, and wellbeing. (Local benefits may vary based on country-specific policies.)
Embrace Flexibility: Experience the freedom of remote/hybrid work, enabling a harmonious work-life balance (dependent on role).
Unleash Your Potential: Access abundant opportunities for personal and professional growth, preparing you for a digitalized future.
Valuing Every Contribution: Join a workplace that actively encourages and supports all talents, recognizing the unique impact of each individual.
Pioneering Sustainability: Contribute to our vision of fostering a sustainable and thriving workforce, leaving an enduring legacy for generations to come.
Category: Sales Operations Group
#LI-Remote
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: J0079464