Senior Sales Executive, SLED

The Senior Sales Executive for SLED must have a proven track record selling “as-a-service” complex technology offerings that include managed services, public cloud, mainframe, security and outsourcing to the public sector including states, local government and higher education. He/she will have accountability for the creation of new bookings from the acquisition of new clients through consultative engagement process. He/she must be highly motivated and have the ability and desire to run their self-functioning sales unit by partnering with Sales Engineering, Operations, and Marketing within the business.

The candidate 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 on the basis of important past experiences but with the incorporation of new approaches and developments that occur in this fast-moving market.

The candidate also must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and reports. As a member of the Ensono SLED Sales team, they will ensure proper execution for the lifecycle of a deal establishing sound relationships with internal stakeholders and channel partners.  A thorough understanding of and strict adherence to public procurement policies is a must.

In this role, you will:

• 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
• Drive contract negotiations for new 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

What you will need to succeed:

• A minimum of 10 years of sales experience
• A minimum of 5 years of sales experience in State/Local government
• A minimum of 3-5 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 as well as teamwork capabilities
• Experience in managing and closing complex sales opportunities
• Proven success in managing client opportunities with multiple lines of business
• Proven ability to influence cross-functional teams without direct line authority
• Experience in working with managed services, hosting, mainframe, security and outsourcing is required
• Broad relationship development and people networking experience, including leveraging existing channel partner relationships to drive new business development
• Ability to bring-to-the-fold, 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
• 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

What will set you apart:

• Experience in IT infrastructure transformation engagements
• Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms like public and private cloud
• Existing public sector relationships and contacts that will drive a robust pipeline

Why Ensono?

• Opportunity to join a high growth, fast paced, transformational organization, backed by one of the world’s largest private equity firms
• Become a part of the larger KKR family, providing professional growth and networking opportunities
• Ensono’s Equity Appreciation Program – all our Associates will be given equity ownership in the organization to help fuel our growth!
• Ensono is the 2018 and 2020 Microsoft Azure Partner of the Year, AWS Premier Consulting Partner
• 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
• 2nd largest Mainframe-as Service provider in the US, and a top 15 managed services/outsourcing growth company as measured by ISG the last 10 quarters in-a-row
• Opportunity to join a dynamic Sales organization

JR006828