Client Engagement Director

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. In addition, Ensono is one of the highest-rated providers in the managed services eco-system, per analyst firms such as ISG and Gartner

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 Principal Account Manager, or Client Engagement Director at Ensono, is accountable for the growth of an Ensono Global Financial Services client. The Client Engagement Executive ultimately owns the client relationship and will identify and leverage company-wide resources to address client satisfaction, growth, renewal, risk, or opportunity. This role is responsible for developing meaningful client relationships that will enable growth and clients for life.

This role is responsible for driving profitable growth from the account by developing strategic client relationships and ensuring customer satisfaction through world-class delivery. Although this role is an individual contributor role with no direct reports, the Client Engagement Director is expected to work cross-functionally with various teams across Ensono, to include Service Delivery, Pricing, and Solutions Engineering, to grow existing Ensono client accounts.

Key Areas of Focus for this Role

  • 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:
    • Understand client’s strategic goals & objectives, and how Ensono can enable
    • Ensure value and growth of existing Midrange & Mainframe services Globally
    • Driving the adoption of Ensono digital services, Mainframe Modernization, Cloud Migrations, MicroServices Consulting
    • Building key partnership and alliance relationships that impact the client’s ability to grow and transform (e.g., Dell, AWS, MSFT, IBM, etc.)
    • Managing messaging to the client on operational excellence 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 Mainframe 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 Service Delivery Team (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.

What the Ideal Candidate Brings to this Role

Required Qualifications help to assure new Associates are set up for success in their role with Ensono. To be considered for this career opportunity, it is important that you meet all Required Qualifications. Candidates that may meet some, but not all, Other Qualifications are still encouraged to apply.

Required Qualifications

  • Bachelor’s degree from a four-year college or university or equivalent work experience
  • 10-15 years of sales experience to Global Financial Services Organizations
  • Demonstrable experience in enterprise-scale solution selling.
  • Understanding of the managed services marketplace – key players, competitive strengths, and weaknesses, etc.
  • Experience working in a matrixed sales environment
  • Experience in managed services and consultancy sales preferred.
  • Reasonable commuting distance into Manhattan for client meetings
  • Demonstrable success in selling services to Global Financial Services Organizations

Other Qualifications

  • Independent and self-directed
  • Resourceful and confident under pressure
  • Presentation & communication skills
  • Strong management and business skills
  • Strong empathy, self-awareness, and interpersonal skills
  • Curious and driven to deeply understand clients’ business and objectives and make appropriate recommendations.
  • Able to challenge the status quo.

How to Stand Out

  • Demonstrable success in selling services to Global Financial Services Organizations
  • Experience as a trusted advisor with Tier 1, global financial institutions
  • Based in Boston area
  • Experience working in North America as well as Europe

Why Ensono?

Ensono is a place we unleash Associates to Do Great Things – for our clients and for your career. This could mean achieving a professional goal, collaborating with your team on an innovative idea, learning a new skill, reaching a wellness milestone, or engaging in your community through volunteer programs. Whatever it means to you, we want Ensono to be the place where you can do great things.

  • We value flexibility and work-life balance. Positions that are not required to be onsite to support a client may offer the ability to work remotely or hybrid at an Ensono office location.
  • 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
  • Wellness program
  • Flexible work schedule

Ensono is an Equal Opportunity/Affirmative Action employer. We are committed to providing equal employment to our Associates and building a diverse and inclusive workforce. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or other legally protected basis, in accordance with applicable law.

Pay transparency nondiscrimination statement/posting OFCCP’s pay transparency policy can be found on OFCCP’s website.

If you need accommodation at any point during the application or interview process, please let your recruiter know or email [email protected].

JR010369

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