IBM Strategic Relationship Senior Director

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 – Curiosity – Collaboration – Passion

About the role and what you’ll be doing: 

The Senior Director, IBM Strategic Relationship is a global leadership role responsible for management of strategic IBM contracts and go-to-market activities to deliver positive impacts to EBITDA and revenue. This role is accountable for growing profitability and market competitiveness through strategic management of IBM relationships and contracts.

This strategic position plays a pivotal role connecting Sales, Operations, Procurement and Finance to deliver client and shareholder value from Ensono’s most significant business-partner relationship.

The Senior Director reports directly to the VP – Strategic Partnerships within Ensono’s Product, Technology, & Consulting team.

• Provide strategic leadership and direction to IBM commercial terms and direction for Ensono. Carry accountability for overall IBM commercial negotiations at a strategic level while coordinating tactical transactions with Procurement and other teams.
• Drive major business opportunities among Ensono, IBM and our mutual clients to completion. Provide internal and external deal leadership in coordination with Sales and Procurement.
• Directly engage with clients in partnership with Sales and Client Delivery to advance opportunities and to address requirements. This role is often called on for client engagement at both executive and technical levels but is not client-facing day to day.
• Influence IBM offering strategy for MSP programs across hardware, software and services. Engage with appropriate IBM offering executives to affect IBM’s terms offered to service providers so as to ensure level playing fields across MSPs and direct clients.
• Educate internal Ensono stakeholders on relevant IBM and competitive offering structures. Produce and maintain documentation and enablement materials related to IBM commercial programs and how they compare to the broader HW/SW/Cloud industry.
• Drive and produce cross-functional analysis and negotiations for strategic IBM contracts.
• Focus on strategic mainframe-market trends but maintain awareness and familiarity with all IBM hybrid technology and strategy (including RedHat, Hashicorp, Confluent, etc).
• Serve as a strategic voice for Ensono in enterprise-wide and industry forums, contributing to business strategy, transformation initiatives, market recognition and long-term planning. Examples could include participation in SHARE, Gartner Summits, IBM Think, IBM TechXchange, AWS re:Invent, etc.
• Coach and mentor leaders and SMEs across Sales, Pricing, Product and Operations on how to develop and incorporate IBM technical and commercial strategy into client engagements and operational improvement.
• Translate complex technical topics, operational data, and strategic metrics into clear, actionable insights for diverse audiences, including executive leadership and cross-functional teams.
• Build strong relationships and collaborative partnerships across the global Product, Consulting and Operations organizations and with leaders in other business units to align priorities, share best practices, and deliver integrated solutions.

We want all new Associates to succeed in their roles at Ensono. That’s why we’ve outlined the job requirements below. To be considered for this role, it’s important that you meet all Required Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply. 

Required Qualifications

• Deep network of IBM and industry contacts with focus on mainframe and mainframe-ecosystem relationships.
• Proven experience in senior contributor or leadership roles within IT and managed services leading technology and financial strategy.
• Strong technical awareness in diverse technical environments with an emphasis on mainframe, with a strong track record of optimizing and transforming services cost structure.
• Financial management skills including budgeting and forecasting, CapEx/OpEx optimization, investment return analysis and revenue/cash-flow recognition.
• Demonstrated skill in contract interpretation and negotiation with specific awareness of IBM contract terms
• Creative, flexible, problem-solving mindset; strong analytical skills
• Minimum of 10 years of related experience with a Bachelor’s degree in a relevant field; equivalent work experience may be considered in lieu of formal education.
• Demonstrated ability to collaborate effectively with cross-functional leaders, clients, and enterprise functions to align Mainframe Services with broader organizational goals.
• Strong communication and interpersonal skills to lead and influence stakeholders at the business unit level and across the enterprise.
• Travel: 30%-50%

Preferred Qualifications

• Consulting or consultative selling experience
• Formal accounting/finance training or equivalent experience
• Demonstrated ability to work across diverse cultures and regions.
• Skilled at managing competing priorities from a variety of stakeholders with clarity and focus

 

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
• 401(k) 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

As of the date of this posting, a good faith estimate of the current pay scale for this role is $160,000 to $220,000 annually based on a full-time schedule. Please note that placement in the range may vary based on numerous factors including but not limited to skills, experience, internal equity, and business needs. In addition to base salary, other compensation programs, depending on eligibility, include an annual bonus plan based on company and individual performance and an equity grant under our Associate Equity Appreciation Program.

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].