About the position
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, Collaboration, Curiosity, Passion. The role of Senior Sales Director within the New Logo Sales team in Ensono's Global Client Engagement organization is accountable for the assigned sales team's acquisition of new Ensono clients. The ideal candidate must have a proven track record selling “as-a-service” complex technology offerings that include managed services, public cloud, mainframe, security, and outsourcing. The ideal candidate 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 must 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, the incumbent will ensure proper execution for the lifecycle of a deal establishing sound relationships with internal stakeholders and client executives.
Responsibilities
- 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 the sales team
- Successfully run business with Sales Operations and SFDC framework
Requirements
- 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
- Ability to work directly for the SVP of Sales and be a member of the senior management team at Ensono in growing assigned territory
Nice-to-haves
- 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
Benefits
- Unlimited Paid Day Off (PDO) Plan
- Two robust health plan options through Blue Cross Blue Shield
- 401(k) with a generous 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
