Digital Client Engagement Executive

at  Ensono

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
Position Summary:
The Digital Client Engagement Executive role within Ensono is primarily responsible for identifying and selling new Digital Services, including Azure, AWS, and GCP Public Cloud managed services within Ensono’s State, Local, and Education (SLED) accounts. The role will be responsible for managing and positioning Digital service offerings within assigned clients and be focused on prospecting within each account, building funnel, and driving sales opportunities, both internally and externally, until they are fully executed and launched. The Digital Client Executive is also responsible for building relationships with partners and cultivating any inbound opportunities and engaging them to support Ensono opportunities, as appropriate.
This candidate will need to have proven experience selling Digital services, and demonstrable experience co-selling with account executives. The role demands a professional, credible, and dynamic individual who will thrive on working with direct prospects and other Senior Account Executives who may be assigned to SLED accounts for other managed services, to identify their needs and maximizing the client’s take-up of the full range of Ensono AWS, Azure, GCP and Public Cloud and other Digital services. Crucial to your success is the ability to deliver new sales by identifying new opportunities and managing the entire sales process from opportunity identification to close. You will be capable of selling to a technical audience with input from presales engineers, consultants, and advisors.
Ensono has a strong SLED practice, managing critical infrastructure for more than 15 states nationwide and it is our fastest growing segment. On the Digital side, Ensono has a large and growing managed public cloud services business, inclusive of certifications and awards such as Azure Expert MSP, Azure US Datacenter Migration Partner of the Year in 2020 and Azure Data Center Transformation Partner of the Year in 2018, and other areas of expertise across the public cloud eco-system. We have strong digital services offerings in AI, Digital Consulting Services, and we have a strong pipeline of new service offerings coming online.

REQUIRED QUALIFICATIONS:

• Bachelor’s degree from a four-year college or university or equivalent work experience
• 10-15 years of sales experience
• A true client sales professional, with demonstrable success over a prolonged period
• Demonstrable experience selling Digital and managed (public cloud) hosting services and associated consultancy
• Experience working with Microsoft, AWS, and GCP cloud technologies
• Excellent networker with experience working at end-client Cxo-level
• Ability to articulate solution, technology, and product positioning from a commercially driven business perspective
• Ability to sell Cloud Native Application Development and operational managed services in public cloud
• Understands how to take a customer business problem and create new applications using microservices and other tools in Azure, AWS, and Google Cloud Platform
• Familiar with AI, machine learning, data lake, and all the cloud native application capabilities that layer onto infrastructure managed services in private and public cloud
• Methodical and strategic thinker
• Solution seller
• Up-to-date product and industry knowledge
• Experience driven storytelling and commercial creativity
• Subject matter expert in their field
• Persuasive with strong influencing skills
• Good time management with a ‘hands-on’ approach
• Meticulous management of attainment against sales plan
• Team player who works will all internal teams to drive results – highly collaborative

PREFERRED QUALIFICATIONS:

• Will help continue to grow our SLED clients for their own and Ensono’s continued growth and success
• Fits with our culture
• Are truly passionate about technology and how it enables our world
• Can demonstrate strong existing, meaningful relationships with Microsoft
• Cloud selling and technical certifications
• In-depth public cloud knowledge coupled with broader infrastructure and consulting sales skills (including but not limited to Private Cloud, Consulting, and Mainframe)

WHAT YOU WILL DO:

• Be the Client’s main point of contact at Ensono, responsible for the commercial relationship with the client and maximizing current service portfolio with the client by:
• Owning executive relationship map & expansion of key technical and business relationships
• Whitespace growth of existing services
• Striving for a mix of Ensono products and services vs. single service
• Building key partnership and alliance relationships that impact the client or Ensono’s ability to grow and transform (e.g., with the Dell, AWS, MSFT account managers for the client)
• Managing messaging to the client on operational stability via active partnership with Service Delivery Management
• Enabling and selling new services sales across the client’s IT landscape
• Understand client’s competitive services landscape for Ensono whitespace services
• Leverage Advisory & Consulting and Specialist team to identify client needs and build services growth plan by account
• Identifying and engaging in client’s cloud and transformation strategy
• Introducing cloud native development practice areas
• Responsible for account plan, account strategy, account services growth plan, and SFDC data stewardship on the account
• Bring the right Ensono relationships to the client on a regular basis
• Weekly internal client status and opportunity reviews
• Monthly business reviews with the client and Ensono account team
• Quarterly business reviews with client and Ensono account team
• Manage Ensono Executive sponsor program by client
• Be Accountable to bring the right technical and sales specialist roles to new service opportunities
• Engage, be curious, drive positive disruption across the clients’ IT teams: infrastructure, applications, business units
• Listen and help clients in their transformation goals (i.e., get to the cloud, develop new apps, data strategies, data center consolidation, MF application modernization)
• Maintain client relationship map including key competitors and their client sponsors
• Partner with SDM team to analyze, prioritize & communicate client health and CSAT to key stakeholders
• Use data and influence to highlight and escalate service delivery issues that are getting in the way of client/ account growth
• Accountable for driving MBR and QBR
• Actively influence the SDM team and other Ensono resources to address operational and commercial challenges, and ensure they are communicating resolution status to client. Service Delivery Leads are fully accountable and responsible for deployment, service quality and proactive recommendations.

Responsibilities:

• Prospect and create pipeline in assigned SLED accounts
• Quota carrying role focused on selling all Digital services with an emphasis on Public Cloud offerings with AWS, MSFT Azure, and GCP.
• This role will have its own quota and direct selling motion, but the candidate is also expected to partner with other sellers assigned to SLED accounts, if applicable.
• Manage pipeline and opportunities to meet bookings targets
• Partner with Microsoft, AWS, and GCP sellers
• Network to identify new direct prospect engagements in SLED.
• Leverage Ensono’s marketing tools/dashboard
• Sell the full portfolio of Microsoft Azure, AWS, and GCP services, with specific focus Cloud Native, DevOps, and Platform-as-a-Service and associated transformation services
• Use Salesforce and partner pipeline trackers to record all activity
• Travel as needed as the Digital Cloud Client Engagement Executive