Director - Channel Development & Demand Generation at Ensono

Company Summary Ensono is a leading, large-scale provider of mainframe and infrastructure services serving mid-tier to large enterprise and government clients. The Gartner Group says that, “Ensono is one of the top two mainframe services providers and a top ten provider of data center outsourcing services in North America… helping clients transform to a more standardized, and ultimately, cloud-based delivery” Ensono is the 2018 and 2020 Microsoft Azure partner of the year, AWS Premier Managed Service partner, the 2nd largest Mainframe-as Service provider in the US, and a top 15 managed services/outsourcing growth company as measured by ISG the last 8 quarters in-a-row. Our company and community is one that focuses on philosophy of we win together. The right candidate will have a true partnership with all pillars of our business as we work as a team to grow. hybrid IT, demand generation, the Partner channel ecosystem and people management, this role will serve as an evangelist of the Ensono value proposition and is a strategically critical role at Ensono.
 

• Build a go to market strategy to generate discovery calls with clients  

• Manage Partner channel team, devising Partner strategy and go-to-market for 3 Partner channel individual contributors  

• Prioritizing key partners amongst universe of Tech Partners and Value-Added Resellers to place strategic bets with  

• Triangulate efforts with Marketing for high touch outbounding that reaches clients from multiple channels 

• Lead efforts to drive key business metrics including leads, MQLs, SQLs, and opportunities 

• Territory mapping and account planning with strategic partners with clearly defined targets by partner to output joint business plans 

• Evangelize the Ensono value prop to Partner universe and find ways to amplify our message at scale 

• Develop and execute comprehensive communication plans to educate Partners on Ensono capabilities and products. 

What you will need: 

• Minimum of ten (10) years of related experience in Channel and Alliances development and Partner account management, provider relations, sales, business development, or product management 

• 5+ years of enterprise demand gen pursuing enterprise accounts  

• Relevant experience working in developing business relationships for joint go-to-market success 

• Bachelor's degree required, Master’s degree preferred 

• Existing working relationships with individual Partner channel professionals 

• Experience in or demonstrated understanding of the infrastructure outsourcing industry  

What will set you apart: 

• Experience managing an Inside Sales team  

• References from Channel and Alliance partner firms 

• Experience in IT infrastructure transformation engagements 

• Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms like public cloud 

• Existing relationships and contacts that will drive robust interaction with the Channels & Alliances community 

 
Travel: 
Travel to various partner sites will be estimated at 25% of weeks will involve travel