Senior Director IBM Strategic Relationship

IBM Strategic Relationship Senior Director Remote - United StatesJR
012767

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 – Curiosity – Collaboration – Passion

The IBM Strategic Relationship Senior Director is a global leadership role responsible for management of strategic IBM contracts and go-to-market activities to deliver positive impacts to EBITDA and revenue. This role is accountable for growing profitability and market competitiveness through strategic management of IBM relationships and contracts.

This strategic position plays a pivotal role connecting Sales, Operations, Procurement and Finance to deliver client and shareholder value from Ensono’s most significant business-partner relationship.

The role reports directly to the VP – Strategic Partnerships within Ensono’s Product, Technology, & Consulting team.

• Provide strategic leadership and direction to IBM commercial terms and direction for Ensono. Carry accountability for overall IBM commercial negotiations at a strategic level while coordinating tactical transactions with Procurement and other teams.

• Drive major business opportunities among Ensono, IBM and our mutual clients to completion. Provide internal and external deal leadership in coordination with Sales and Procurement.

• Directly engage with clients in partnership with Sales and Client Delivery to advance opportunities and to address requirements. This role is often called on for client engagement at both executive and technical levels but is not client-facing day to day.

• Influence IBM offering strategy for MSP programs across hardware, software and services. Engage with appropriate IBM offering executives to affect IBM’s terms offered to service providers so as to ensure level playing fields across MSPs and direct clients.

• Educate internal Ensono stakeholders on relevant IBM and competitive offering structures. Produce and maintain documentation and enablement materials related to IBM commercial programs and how they compare to the broader HW/SW/Cloud industry.

• Drive and produce cross-functional analysis and negotiations for strategic IBM contracts.

• Focus on strategic mainframe-market trends but maintain awareness and familiarity with all IBM hybrid technology and strategy (including Red Hat, Hashicorp, Confluent, etc).

• Serve as a strategic voice for Ensono in enterprise-wide and industry forums, contributing to business strategy, transformation initiatives, market recognition and long-term planning. Examples could include participation in SHARE, Gartner Summits, IBM Think, IBM Tech Xchange, AWS re:
  
  Invent, etc.

• Coach and mentor leaders and SMEs across Sales, Pricing, Product and Operations on how to develop and incorporate IBM technical and commercial strategy into client engagements and operational improvement.

• Translate complex technical topics, operational data, and strategic metrics into clear, actionable insights for diverse audiences, including executive leadership and cross-functional teams.

• Build strong relationships and collaborative partnerships across the global Product, Consulting and Operations organizations and with leaders in other business units to align priorities, share best practices, and deliver integrated solutions.

We want all new Associates to succeed in their roles t’s why we’ve outlined the job requirements below. To be considered for this role, it’s important that you meet all Required Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply.

• Deep network of IBM and industry contacts with…