Ensono is a leading, large-scale provider of Information Technology outsourcing solutions from mainframe to public and private cloud-based infrastructures. We serve mid-tier to large commercial enterprises and public-sector clients with complex IT environments. Ensono is an application-aware, Infrastructure-as-a-Service provider helping clients optimize, rationalize, and transform their legacy IT estates into a modern cloud-based environment. We are a privately-held firm growing organically at more than 10% YoY with aggressive investment plans to add depth and breadth to our portfolio of capabilities.
The Gartner Group says, “Ensono is one of the top two mainframe service providers and a top ten provider of data center outsourcing services in North America…helping clients transform to a more standardize and ultimately, cloud-based delivery.” Ensono is named a Top 15 Sourcing Services provider for the last 12 straight quarter. Ensono is the 2018 and 2020 Microsoft MSP Partner of the Year, AWS Premier Managed Service Partner, the 2nd largest Mainframe-as-a-Service provider in the US.
Our company and community focus on the 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.
What You Will Do
The Senior Advisory Relations Manager (ARM) is a key integral part of the North American Channel and Alliances team reporting to the Director of Partner & Alliances. This role will be responsible for initiating and supporting Ensono’s relationships with Third-Party Outsourcing Advisors, Restructuring Advisors, Management Consultants, and select System Integrators (SI’s) to identify and guide the pursuit of large, transformational, multi-towered infrastructure opportunities for Ensono. Responsibilities include partner evaluation, evangelizing, business plan strategy,development and execution, and attainment of qualified lead generation, pipeline development and booked revenues. As leads develop into active sales pursuits, you will guide the pursuit team by providing access to the advisors and ensuring Ensono’s value proposition is communicated effectively.
As a seasoned professional, you will combine your wide range of experiences and leverage Ensono subject matter experts and senior sales leadership to employ modern, creative communication strategies to engage our target advisors, management consultants, and select SI’s. You will position Ensono as a trusted service provider and be involved in appropriate advisors’ client opportunities. As part of your communication strategy you will lead and execute partner briefings and workshops, including working with our industry experts and leadership to build the powerful presentations and content which will resonate with the advisor community. You will be responsible for planning for investments, developing budgets that reflect an ROI, and actively managing those budgets for maximum effectiveness.
Critical success criteria will center around brand awareness, elevation of Ensono’s relationships with key strategic advisory firms, management consultants and select SI’s, lead generation, pipeline development and revenue attainment.
Key activities include:
Leverage and build relationships with advisors, management consultants and select SI’s in North America to identify and qualify large multi-tiered, transformational, infrastructure opportunities
Cadence and account planning to facilitate meaningful dialogs and identify opportunities with key advisors, management consultants and select SI’s with strategic and tiered target firms
Development of messaging and compelling presentations to brand Ensono as a leader in Hybrid IT Infrastructure with advisors, management consultants and select SI’s
Clearly understand and articulate Ensono’s go-to-market strategy across both vertical and horizontal planes gained through building a strong working relationship with Ensono’s product team, service team, and senior leadership
Work with Ensono field sales to connect them to advisors in the markets they serve and drive potential leads
Support and advise senior sales leadership by reporting on the state of the advisor channel and forecasting activities.
What you will need:
Minimum eight years’ experience working for an advisory relations firm, management consulting firm, or large System Integerator.
Experience in outsourcing sales, business development, and opportunity generation
Existing working relationships with strategic outsourcing advisory firms and influential key advisors
Bachelor’s degree required, Master’s degree a plus
Strong analytical and reasoning skills to understand and work through technical, contractual, and financial issues
Superior written and oral communication and presentation skills with proficiency in PowerPoint, Salesforce.com, and other communications tools
Aptitude for understanding how technology solutions impact business challenges and the ability to communicate that effectively
Ability to lead and work as part of a team.
What will set you apart:
References from Advisory Services firm and key Advisors
Existing relationships and contacts that will quickly drive robust interactions
Partner or client Industry/vertical experience in BFSI, Healthcare, State and Local Government, Utilities, and Manufacturing areas
Experience in IT infrastructure transformation engagements
Experience with third party advisory firms, large management consulting firms, and large SI’s
Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms like public cloud as part of digital transformation
Travel: Travel to various partner sites and Ensono locations estimated at 25%.