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 recently spun out of a larger entity (Acxiom) whose core business plan did not include infrastructure and IT services. Ensono is now operating under new ownership as a new, independent entity that is fully focused on IT infrastructure services and dedicated to growing these services and the client base that enjoys them. Our company and community is one that focuses on philosophy of we win together. The right candidate will have a true partnership with all pillars of our business as we work as a team to grow.
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:
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