Client Engagement Executive

The Client Engagement Executive is accountable for the growth of an Ensono 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 Executive 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:   
o    Owning executive relationship map & expansion of key technical and business relationships
    Growth of existing business with Ensono
    Striving for a mix of Ensono products with new modern services focus
    Comfortable with C-level relationship building and strategy conversations 
    Building key partnership and alliance relationships that impact the client or Ensono's ability to grow and transform 
    Learning the client’s business and ability to have business strategy and overall business roadmap conversations
 
•    Enabling and selling new services sales across the client’s IT landscape
o    Understand client’s competitive services landscape for Ensono whitespace services; understanding of Digital and Modern Services in the industry
o    Identifying and engaging in client’s cloud and transformation strategy and comfortable leading the client in a roadmap conversation or strategy session
o    Introducing cloud native development practice areas
o    Responsible for account plan, account strategy, account services growth plan, and Salesforce tool and data stewardship on the account
 
•    Bring the right Ensono relationships to the client on a regular basis 
o    Building and nurturing C-Level relationships
o    Weekly internal client status and opportunity reviews
o    Monthly business reviews with the client and Ensono account team
o    Quarterly business reviews with client and Ensono account team
o    Manage Ensono Executive sponsor program by client
 
•    Leveraging the Ensono matrixed organization to bring the right technical and sales specialist roles to new service opportunities
o    Engage, be curious, drive positive disruption across the clients’ IT teams: infrastructure, applications, business units
o    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 
o    Use data and influence to highlight and escalate service delivery issues that are getting in the way of client/ account growth
o    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 including mainframe and modern digital services
•    Proven win cycle and historical winning pattern in current or previous roles 
•    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.
•    Demonstrable experience of successfully navigating mid- and large-sized enterprises to drive IT and business-led opportunity creation.
 
Other Qualifications