Field Enablement Manager

US-RI-Glocester | US-MA-Boston | US-PA-Philadelphia | US-NC-Charlotte | US-GA-Atlanta
Requisition #
2017-16264
Category
Sales
Type
Full-Time
Work From Home (Virtual)
No

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.
 
Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.
 
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.
Iron Mountain Canada is an employer broadly committed to providing an inclusive work environment that welcomes all people.  Globally, we believe it is our diversity that contributes to our companies’ shared success. We work hard always to avoid discriminating on any grounds other than capability to perform the requirements of the job.

Responsibilities

Drives sales results through enhancing sales reps knowledge and skill levels through developing and implement training programs. Demonstrates how to translate product and solution knowledge into skill based activities to increase pipeline and conversion rates. Develop, execute and prioritize a list of training activities needed for the on-boarding of all sales. Facilitate new hire distance based sales training. Train on sales skills to elevate the performance of the entire team. Additional projects, including training development, as assigned. 

  • Manage, train and provide leadership to newly hired sales team focusing on individual sales productivity and meeting quotas, goals and objectives through field rides, one on one meetings and group discussions
  • Train and motivate newly hired sales personnel and provide additional training to new and existing sales representatives. Training to include the management of the New Hires Sales training, “Ramping to Revenue” – distance based learning, SalesForce.com SEM Office Hours, Proposal Wizard, Pricing Model, Training development, etc
  • Ongoing maintenance of the Sales infrastructure relating to information/ reporting systems, communication and information sharing.  Driving consistent adoption and compliance in usage of sales tools including SalesForce, BI, SKP, SecureBase, Proposal Wizard.  Responsible for the SalesForce.com making sure that all reps are up to speed and able to fully utilize the sales tools.
  • Weekly scheduled one on one sessions with RSMs and VP to discuss development areas for reps and needs of the region/area.  Set goals for reinforcement of talent management.  Through building scripts, video role-playing, setting up field rides to help model and observe, look for development gaps with RSM.  Provide feedback and solutions for skill gaps on teams.  Conduct weekly one-on-one sessions with VP’s to continually review the progress of the team.
  • Field Enablement team projects as assigned.

Qualifications

  • Sales and presentation skills.
  • Strong verbal, written, training and interpersonal skills.
  • Possess a high-level of professionalism, assertiveness, creativeness and strong organizational and management skills.
  • Leadership and coaching skills. 
  • Minimum of 3 years previous sales, sales management or training, experience within a service driven industry.
  • Provides leadership through example to all Solution Sales Reps.
  • Able to review competencies and sales skills based on performance; propose training needs and expectations to improve going forward.  Quick to respond to challenges in the field with the best course of action.
  • Possess a high-level of professionalism, assertiveness, creativeness and strong organizational and management skills.
  • Total travel: 25 - 70%
  • Four-year college degree in Finance, Marketing or Business Administration or equivalent work experience, including any additional sales Training Courses. 
  • Must have demonstrated experience to lead and manage a sales force to produce results expected by the Company.

Compliance Obligations:

 

It is the responsibility of every Iron Mountain employee:

  • to comply with all applicable laws, rules, regulations, and company policies
  • to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct 
  • to complete required training within the allotted time frame