New Client Engagement Director

Ensono is a private equity backed global business headquartered in the USA with a strong reputation as a leading managed services provider as well as a digital business enabler. We exist to serve our clients, enabling them to achieve incredible business outcomes by leveraging our portfolio of capabilities and world class people. We pride ourselves on delivering world-class hybrid cloud, mainframe transformation, data, IDAM and cloud native solutions that enable our clients to do amazing things by simplifying complex business challenges and delivering new pathways to success. We have a long history of success in the UK / Europe and exciting growth plans for the region that are built on a foundation of strong relationships with our strategic partners.

Our Purpose: To be a relentless ally, disrupting the status quo, enabling our clients to do great things.

About the role and what you'll be doing:

As a New Client Engagement Director, you will hold a pivotal new business sales role focusing on strategic mainframe transformation services. Collaborating with and orchestrating multiple teams in our organisation will be critical to your success as will the responsibility and ownership of the sales cycle for your opportunities from lead generation to close.

As a new logo quota bearing salesperson you will be responsible for promoting and driving the successful sale of the mainframe managed services, mainframe consulting and modernisation services offered by Ensono. In addition to direct engagement with mainframe user organisations, you will have a specific focus on partnering with our strategic partner IBM, alongside our IBM partner team, to build and convert a strong funnel of new business.

The role will suit an individual with a strong established network in the UK mainframe community and IBM across multiple disciplines and industry verticals. The key to your success will be a collaborative approach to ensure the development of your funnel, your target achievement and also in supporting introductions for Ensono colleagues and account owners as appropriate.

Your responsibilities will include:

• 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.
• Building strong relationships through working to understand the pain points of CIO/CTO/CFOs and senior technology stakeholders and how our services can 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 for Ensono.
• 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 marketing campaigns to optimise leads.
• Forecast and then deliver agreed growth targets.
• Facilitate appropriate introductions for Ensono colleagues.

What you’ll bring to Ensono

• 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.
• Bring an outcome focused approach to sales.
• Bring 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.

What we can offer you:

We will give you a place to strive and grow, where you will have the opportunity to work on interesting, yet challenging projects. Applying your thinking to build a better world founded on intelligent technologies.

We are a people-first business, which means people are at the heart of everything we do here. We offer our associates a safe environment where knowledge sharing, and open communication is encouraged. We have strived to build a business where everyone feels welcomed, included, and valued.

Our benefits include:

• Competitive base with uncapped commission
• 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
• Equity Appreciation Program incentive plan
• Life assurance & income protection
• Access to Perkbox, online discount platform with discounted gym memberships, cycle scheme, store and supermarket discounts and much, much more!

If this all sounds great, we’d love to hear from you!