Channel Development Manager – SLED

At Ensono, our Purpose is to be a relentless ally, disrupting the status quo and unleashing our clients to Do Great Things!  We enable our clients to achieve key business outcomes that reshape how our world runs. As an expert technology adviser and managed service provider with cross-platform certifications, Ensono empowers our clients to keep up with continuous change and embrace innovation.

 

We can Do Great Things because we have great Associates. The Ensono Core Values unify our diverse talents and are woven into how we do business. These five traits are the key to achieving our purpose:

 

HONESTY, RELIABILITY, COLLABORATION, CURIOSITY, PASSION

 

Ensono is a leading, large-scale provider of mainframe to cloud infrastructure managed services, serving mid-tier to large enterprise and government clients. The Gartner Group says that, “Ensono is one of the top three mainframe services providers and a top ten provider of data center outsourcing services in North America… helping clients transform to a more standardized, and ultimately, cloud-based delivery”

Ensono is an IBM Platinum partner, a Dell Platinum partner and recipient of Dell’s 2023 Partner of the Year Award for Breakthrough Partner, a 2018 and 2020 Microsoft Azure partner of the year,  an AWS Premier Managed Service partner, one of two top rated providers in mainframe service areas by ISG. Our company and community is one that focuses on philosophy of winning together. The right candidate will have a true partnership with all pillars of our business as we work as a team to grow.

 

About the role and what you’ll be doing:

• Job Description Summary 

 

Company Summary 
 

Ensono is a leading, large-scale provider of mainframe to cloud infrastructure managed services, serving mid-tier to large enterprise and government clients. The Gartner Group says that, “Ensono is one of the top three mainframe services providers and a top ten provider of data center outsourcing services in North America… helping clients transform to a more standardized, and ultimately, cloud-based delivery” 

 
Ensono is an IBM Platinum partner, a Dell Platinum partner and recipient of Dell’s 2023 Partner of the Year Award for Breakthrough Partner,  a 2018 and 2020 Microsoft Azure partner of the year,  an AWS Premier Managed Service partner, one of two top rated providers in mainframe service areas by ISG. Our company and community is one that focuses on philosophy of winning together. The right candidate will have a true partnership with all pillars of our business as we work as a team to grow. 

 

Job Description  

What you will do: 

The Channel Development Manager, SLED – is responsible for building Ensono’s partnerships with advisors and channel partners focused on the state and local government (SLED) market.  This includes crafting the strategic account plan for building advocacy and joint go to market with applicable advisors and partners, and executing plan tactics with cross-functional teams, both internally and externally.  You will evangelize Ensono’s value proposition and thought leadership to public sector focused advisors, and attain lead generation, pipeline, and sales goals with the public sector teams of Ensono’s current strategic partners and new partners.  Working closely with your peers in the partner and alliances team and aligned to Ensono’s sales, marketing, procurement, and product engineering teams, you will lead multiple workstreams to build a network of connections and attain leads and joint opportunities with SLED groups within Ensono’s current partner ecosystem, as well as organizations new to Ensono who are focused on the SLED market. 

 

 

Key activities include: 

• Crafting a strategic account plan for building advocacy and GTM with key SLED and public sector advisors and channel partners. 
• Building and maintaining a heatmap of advisor advocacy amongst SLED and public sector services focused advisors  
• Executing joint GTM motions and co-sell activities  
• Driving account mapping with applicable partners to identify and qualify new leads and opportunities for the Ensono SLED sales team 
• Leading evangelism, communications, and sales enablement for Ensono’s SLED focused partnerships – sales presentations/content/collaterals/tools, and motivational communications 
• Providing Ensono’s SLED sellers with seamless process to align for   partner opportunities  

• Keeping pulse on SLED and public sector market trends and identifying  new and innovative strategies to GTM with partners 
• Establishing and leading cadence with Ensono SLED sellers to review GTM initiatives, opportunities, and account mapping. 

 

 

What you will need: 

• Five plus (5+) years of experience in Channels and Alliances and/or advisor channel development, strategic partner account planning and management, and business development  
• Proven success in driving leads, pipeline, sales, and revenue through deployment of channel program with partners 
• Ability to motivate partner and internal teams to hit joint sales goals and desired outcomes 
• Assertive, proactive, and organized approach to project management 
• Ability to manage multiple workstreams and multiple partners at one-time 
• Bachelor’s degree required  
• Experience in IT infrastructure outsourcing and managed cloud services industries 

 

 

What will set you apart: 

• Relationships at third party advisory firms 
• Understanding of the SLED and public sector markets 
• Excitement and collaboration experience working with the partner ecosystem 
• Strong desire to achieve and win!  

 
 

Travel: 
Travel estimated at 35%  

 

 

Why Ensono?

Ensono is a place to make better happen – for our clients and for your career. You can do great things through innovation or collaboration, by learning or volunteering, or to promote diversity and inclusion. You can do great things for your own health or for a healthier planet. Whatever it means to you to do great things we want Ensono to be the place you can do it. 

 

We are a client-facing business, but we do encourage clients to allow us to work remotely most of the time so if you are not required to be on client site, you can choose to work from home or in our Ensono offices.

 

• Unlimited Paid Days Off

• Two health plan options through Blue Cross Blue Shield

• 401k with company match

• Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts

• Depending on location, ability to take advantage of fitness centers

• Wellness program

• Flexible work schedule

 

Ensono is an Equal Opportunity/Affirmative Action employer. We are committed to providing equal employment to our Associates and building a diverse and inclusive workforce. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or other legally protected basis, in accordance with applicable law.

 

Pay transparency nondiscrimination statement/posting OFCCP’s pay transparency policy can be found on OFCCP’s website.

 

If you need accommodation at any point during the application or interview process, please let your recruiter know or email [email protected].