Iron Mountain VP, Sales Enablement in Boston, Massachusetts
Iron Mountain Incorporated (NYSE: IRM), founded in 1951 and ranked as a Forbes 2018 America’s Best Employers, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts. Providing solutions that include information management, digital transformation, secure storage, secure destruction, data centers, cloud services and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a digital way of working. Visit www.ironmountain.com for more information.
The VP, Sales Enablement is responsible for leading a high-performing Global Sales Enablement team in the creation, development, delivery and evolution of enablement tools and programs that enhance the frontline execution of sales and sales processes. The role will provide leadership, direction and execution of the strategic vision of sales methodologies, key processes, technology and the delivery of solution related content/training as well as providing productivity based improvements to the frontline sales teams. This high profile position relies on a person’s deep understanding of selling methodologies, sales process, sales tools and innovative enablement solutions. This role reports directly to the SVP, Sales Effectiveness.
Lead and manage a high-performing team focused on a solution based enablement program, tool strategy, creation, roadmap and delivery aligned with Iron Mountain’s sales processes, selling motions and best practice.
Develop and implement the strategy for enablement programs and tools including the overarching sales process and quality effectiveness programs. Oversee the development and implementation of training programs, and curriculum for the sales organization that increases salesforce productivity and performance globally
Initiate, develop and manage strong partnerships with key stakeholders at all levels in the organization including Iron Mountain’s Senior Executive Team, GMs and Sales Leadership to ensure alignment across the organization and ongoing effectiveness which is required to advance our solution selling enablement and certification model.
Lead the development of a solution selling framework for ‘Selling the Mountain’ including tailored sales processes/deal management, product and technology enablement, resourcing, technology support, competency models, capability assessment and fit for purpose methodologies..
Own overall enablement content creation and delivery; develop content and sales toolkits to roll out to business unit and country based sales teams, supporting the sales adoption lifecycle: promote, educate and engage.
Clearly communicate expectations to Sales leaders and hold their teams accountable for compliance. Success is demonstrated and measured by changing sales behavior & improving performance outcomes.
Develop highly effective sales training content, as well as the delivery of training to ensure field readiness in support of our solutions portfolio. Build, deploy and manage skills assessment tools to be used by the Sales leaders in matching to their competency model(s).
Develop thought leadership within the Enablement and technology team to drive best practices for integration into the overarching strategy of building a world-class sales organization.
Ensure strategic contribution to the functional new product launch process by delivering solution specific training and certifications, as well as developing sales enablement and skill enhancement tools resulting in increased efficiency, productivity and/or cost effectiveness.
Deliver a blended learning model to include facilitator led (classroom), webinars, event based and self-paced distance learning
Ensure the curriculum covers market, competition, company, solution sets, sales process, methodologies, coaching, tools and required skills training
Incorporate training paths into a learning management application suite by delivering a creative, simple, easy-to-use ‘toolkit’ and the creation of highly positive sales rep experiences.
Experience leading process, program and tool design, re-engineering, & change management skills.
Proven ability to lead and develop high performance teams. A strong ability to network, recruit and retain exceptional talent.
Experience identifying enablement issues, creating robust recommendations and implementing strategies to optimize performance.
Knowledge in new trends in enablement including ability to research and drive thought leadership in the area of improving overall efficiency and effectiveness within own team and field organizations.
Strong interpersonal skills. Executive-level presence with excellent verbal & written communication skills. Also must possess excellent analytical and strategic thinking skills
Must be a dynamic speaker with proven ability to get participants excited about the topics being presented by demonstrating creativity and curiosity. Possess the ability to effectively communicate and influence solution direction across all levels of an organizational matrix.
Proven change agent with stakeholder/client management experience.
Proficient in the use of E-Learning tools, development, implementation and proficiency in Salesforce.com CRM is preferred
Ability to adjust training techniques to accommodate various learning styles.
Ability to deal with ambiguity, strategic agility, manage diversity and drive for results
Ability to perform in a high-pressure environment juggling and executing on multiple priorities.
Previous experience in a quota carrying role and ability to understand the challenges that the sales team encounters daily is desired
Disclaimer: This job description is not meant to be an all-inclusive statement of every duty and responsibility of the jobholder. Certain features of this job are described in the above headings, but are not necessarily limited to the above written statements. They may be subject to review. All positions within Iron Mountain may include other duties as assigned.
Iron Mountain is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, creed, age, national origin, sex, sexual preference or handicap.
Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.
Requisition # 2019-20589