Ensono is hiring a New Client Engagement Director to lead strategic, new business sales focused on mainframe transformation. In this pivotal role, you will promote and sell our suite of mainframe managed services, consulting, and modernisation solutions, with a specific emphasis on partnering with IBM.
What You'll Do
- Evangelise and sell Ensono’s suite of mainframe-related products and services to mainframe user organisations.
- Win new business accounts while developing trust for long-term relationships and managing a professional handover into delivery and on-going account management teams.
- Partner with IBM sales teams and Ensono’s IBM UK/Europe Partnership leader to drive and close a funnel of joint opportunities.
- Build strong relationships by understanding the pain points of CIO/CTO/CFOs and senior technology stakeholders and articulating how our services solve their problems.
- Lead pre-sales engagements to a successful conclusion, directly and where appropriate, via partners.
- Build and deliver strategic sales plans that help secure new business that is both timely and profitable.
- Manage prospecting, qualification, scoping, proposal, negotiation and closing of top-tier accounts.
- Focus on lead generation, working alongside the marketing team to develop and implement targeted campaigns.
- Forecast and then deliver agreed growth targets.
- Facilitate appropriate introductions for Ensono colleagues.
What We're Looking For
- A deep understanding of the mainframe landscape and industry expertise in the UK and European market.
- At least 5 years of large, complex strategic sales experience.
- A strong understanding of IBM and their partnering approach coupled with an existing network in the IBM sales organisation.
- Track record of winning multi-million-pound deals and of winning new accounts in particular.
- An outcome-focused approach to sales.
- An existing strong network of CIO/CTOs and senior technology stakeholders in mainframe user organisations.
- Demonstrable experience of selling high-value, complex solutions.
- An understanding of cloud computing and the business benefits of organisations embracing private and public cloud platforms.
- Experience of working alongside sales support and marketing stakeholders to deliver strategic sales.
- Exceptional communication and presentations skills that build confidence and credibility.
- A ‘hands on’, ownership, approach.
- An in-depth understanding of the commercial aspects of large-scale transformation projects.
- Demonstrable track record of achieving and exceeding growth targets.
Team & Environment
Collaborating with and orchestrating multiple teams in our organisation will be critical to your success.
Benefits & Compensation
- Competitive base with uncapped commission + Equity Appreciation Program incentive plan.
- Prestigious sales and broader team recognition via Annual Presidents Club awards.
- Starting with 27 days annual leave (plus bank holidays), increasing to 30 days with length of service.
- 1/2 day leave on your birthday.
- Sabbatical options at 5 & 10 years of service.
- 5 days study leave.
- Generous company pension.
- Excellent private healthcare scheme for you and your loved ones.
- Payroll charity giving scheme.
- Enhanced paternity and maternity leave.
- Life assurance & income protection.
- Access to Perkbox, an online discount platform with discounted gym memberships, cycle scheme, store and supermarket discounts.
Work Mode
This role is based locally within the United Kingdom.
Ensono is a people-first business where everyone feels welcomed, included, and valued.
