Client Partner

At Ensono, our Purpose is to be a relentless ally, disrupting the status quo and unleashing our clients to Do Great Things! Our strategy has transformed, going beyond infrastructure into applications through strategic acquisition leading to organic growth. As an expert technology adviser and managed service provider with -multi platform experience, 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

 

Position Summary

The Client Engagement Partner is accountable for the revenue, growth, contract, and client satisfaction of  a focused subset of enterprise customers. ,  The Client Engagement Partner is expected to work cross-functionally with various teams across Ensono, to include Service Delivery, Pricing, and Solutions Engineering, to grow their clients' revenue spend with Ensono..

 

Key Areas of Focus for this Role

• Be the Client’s main point of contact at Ensono, responsible for the commercial relationship with the client and maximizing current service portfolio with the client by: ​
  • Owning executive relationship map & expansion of key technical and business relationships
    • Whitespace growth of existing services​
    • Striving for a mix of Ensono products and services vs. single service ​
    • Building key partnership and alliance relationships that impact the client or Ensono's ability to grow and transform (e.g., with the Dell, AWS, MSFT account managers for the client) ​
    • Managing messaging to the client on operational stability via active partnership with Service Delivery Management​
  • Enabling and selling new services sales across the client’s IT landscape​
    • Reasearch and understand your client(s) Annual Report, company strategy (IT and business-wide) to create business-led outcomes
    • Operate with lines of business beyond IT in your client to identify and build business cases for transformation and positive change.
    • Leverage Advisory & Consulting and Specialist team to identify client needs and build services growth plan by account
    • Identifying and engaging in the client’s cloud and transformation strategy​
    • Introducing cloud native development practice areas​
    • Responsible for account plan, account strategy, account services growth plan, and Salesforce CRM data stewardship on the account​
  • Bring the right Ensono relationships to the client on a regular basis ​
    • Weekly internal client status and opportunity reviews​
    • Monthly business reviews with the client and Ensono account team​
    • Quarterly business reviews with client and Ensono account team​
    • Manage Ensono Executive sponsor program by client
  • Be Accountable to bring the right technical and sales specialist roles to new service opportunities​
    • Engage, be curious, drive positive disruption across the clients’ IT teams: infrastructure, applications, business units​
    • Listen and help clients in their transformation goals (i.e., get to the cloud, develop new apps, data strategies, data center consolidation, MF application modernization)​
  • Maintain client relationship map including key competitors and their client sponsors ​
  • Partner with SDM team to analyze, prioritize & communicate client health and CSAT to key stakeholders ​
    • Use data and influence to highlight and escalate service delivery issues that are getting in the way of client/ account growth​
    • Accountable for driving MBR and QBR​
  • Actively influence the SDM team and other Ensono resources to address operational and commercial challenges, and ensure they are communicating resolution status to client. Service Delivery Leads are fully accountable and responsible for deployment, service quality and proactive recommendations.​

What the Ideal Candidate Brings to this Role

Experience: 5+ yrs

• Has sales experience in Account Management within a direct or adjacent vertical to Ensono with transferable skills to bring
• Excited by personal and commercial growth with a plan to perform beyond expectations
• Can work and lead a virtual client account team
• Demonstrable experience in enterprise-scale solution selling
• Understanding of the managed services marketplace – key players, competitive strengths, and weaknesses, etc.
• A team player, who works well across internal teams to drive results – highly collaborative
• Are truly passionate about technology and how it enables our world; particularly applications and enabling change.
• Preferably can bring some experience in managed services and consultancy sales
• An appreciation of Data services, Application engineering and Identity Management (IDAM) is of value
• Demonstrable experience of successfully navigating mid -sized enterprises to drive IT and business-led opportunity creation

Other Qualifications

• Independent and self-directed
• Resourceful and confident under pressure
• Presentation & communication skills
• Strong management and business skills
• Strong empathy, self-awareness, and interpersonal skills
• Curious and driven to deeply understand clients’ business and objectives and make appropriate recommendations
• Able to challenge the status quo