Ensono is a leading, large-scale provider of mainframe and infrastructure services serving mid-tier to large enterprise 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 the 2018 and 2020 Microsoft Azure partner of the year as well as an Azure Expert MSP, AWS Premier Managed Service partner, the 2nd largest Mainframe-as Service provider in the US, and a top 15 managed services/outsourcing growth company as measured by ISG the last 12 quarters in-a-row. Our company and community is one that focuses on philosophy of we win together. The right candidate will be a dynamic leader and have a true partnership mindset with all pillars of our business as we work as a team to grow, and we continue to grow and add capabilities with recent acquisitions including ExperSolve for legacy code modernization and Amido for cloud-native development.
As the Director of Sales, southeast you must have a proven track record selling “as-a-service” complex technology offerings that include managed services, public cloud, mainframe, security and outsourcing. You will have accountability for the creation of new bookings as well from the acquisition of new clients through consultative engagement process. You must be highly motivated and have the ability and desire to run your self-functioning sales unit by partnering with Sales Engineering, Operations, and Marketing within the business.
You will be a strategic thinker and self-starter who is focused on creating solutions and solving business problems with a consultative sales approach and be a multi-dimensional thinker who operates not only based on important past experiences but with the incorporation of new approaches and developments that occur in this fast-moving market.
You will possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and reports. As a senior leader in the Ensono Sales team, you will ensure proper execution for the lifecycle of a deal establishing sound relationships with internal stakeholders and client executives.
What You Will Do:
Proactively identify new revenue opportunities and relationships to drive account and revenue growth
Create new and sustain existing senior relationships
Promote and drive client relationships by providing thought leadership and consultation on the alignment of client business needs to Ensono and partner products and services
Ability to partner in a cross-functional model with Sales Engineering, Marketing, and Product
Drive contract negotiations for new and existing business in partnership with Legal
Work closely with Sales Engineering and the customer on solution, value, and pricing scenarios
Responsible for developing and delivery of prospective client proposals
Represent Ensono at field events such as conferences, seminars, etc.
Communicate information effectively to diverse audiences, internal and external to the company, recognizing business and product terms and value
Challenge the current thinking, assumptions, and status quo to drive results and innovation
Recruit, train, and grow account executive team
Successfully run business with Sales Operations and SFDC framework
What you will need:
A minimum of 5 years of sales leadership
A minimum of 10 years of selling technology/managed service solutions
Must be organized, analytical, creative and adaptive.
A proven track record of both achieving and over-achieving goals in past sales positions
Significant experience and discipline in managing, reporting and accurately forecasting sales pipelines
Excellent written and verbal communication skills.
Experience and expertise in deal-creation, deal-planning, and deal-structuring
Excellent teamwork and coaching capabilities.
Experience in managing and closing complex sales opportunities
Proven ability to influence cross-functional teams without direct line authority.
Experience in working with managed services, hosting, mainframe, security, and outsourcing.
Ability to serve in a consultative role as it relates opportunity development
Broad relationship development and people networking experience.
Ability to cultivate and strengthen strong client relationships with senior business and IT staff members.
Ability to technically consult with C-level executives within client environment.
Demonstrated experience at increasing deal close rates, utilizing a structured qualification process with identifying customer compelling events with quantitative data and a qualitative approach (“Art & Science”)
Candidates must be able to articulate technology and product positioning from a business perspective in addition to creating and maintaining relationships with the clients and vendors.
The Sr. Director, Sales Northeast will work directly for the SVP of Sales and be a member of the senior management team at Ensono. The Northeast region is critically important for Ensono, housing both our largest clients as well as our most active marketplace.
What will set you apart:
10+ years of experience in sales leadership and talent development
Experience in IT infrastructure transformation engagements
Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms such as public cloud
Team leader who can attract top sales talent
A leader who also “carries water” and has creative large-deal execution experience
Existing relationships with both prospective clients and partners that will drive a robust pipeline, partnering with Marketing
Consulting experience and consultative mindset
Strong existing relationship with key partners such as IBM, AWS, Microsoft, and Dell
Travel to various client sites will be regional in nature, and most locations accessible via automobile, train, or short regional flight. Estimate 30% of weeks will involve regional travel.