Director - Channel Development & Demand Generation
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