What you will do:
The Channel Development Manager (CDM) is part of the Partnership Development team and is primarily responsible for managing corporate and field-based relationships with our Global Alliance Partners (System Integrators, Service Providers, and Sourcing Advisors) based-in or lead-from North America.  While Global Alliance Partners may be actively engaged in our existing accounts or may be creating new account opportunities, the primary focus is on creating new relationships and engagements. This CDM role is primarily responsible for initiating and supporting Advisor Relations development, retention and business plan attainment to support sales lead generation with new and existing Ensono Sourcing Advisory Partners, as well as management of other Global Alliance Partner recruitment and development activities. The CDM will also coordinate and engage on active selling opportunities with our Client Executives and specialty teams and focus on aligning our technology strategies with other Global Alliance Partner’s services and solutions strategy, driving a joint outcome that is customer focused.

As a seasoned professional with a wide range of experiences, you will use professional concepts and company objectives to produce creative complex partnering proposals focused on incremental growth of the Ensono portfolio. Key success criteria will include lead generation that results in successful contracting with end-clients.

Key activities include:

·       Identification and qualification of opportunities to leverage the strategic relationship with our GA partners in existing and new accounts in North America

·        Ongoing account planning that include development of a partner strategy.  This strategy will support the Ensono account’s team’s plan to deliver Ensono products and solutions

·        Evaluation and management (in coordination with Product Management) of new joint initiatives and business opportunities attacking whitespace and driving incremental revenue and mutual partner value

·        May be asked to meet end user customers and deliver the Ensono Alliances Value Proposition and introduce corresponding Alliance Partners as it pertains to transformation, legacy infrastructure and cloud strategy

·        Creative thinking by leveraging our partners to introducing new service opportunities that would lead to Sales Qualified Leads (SQLs)Leveraging our partner’s vertical expertise on the application and business strategy side to drive client solutions

·        With the sales Proposal Management Team, support the coordination of responses to RFP’s (request for proposal) and following up with partner(s) to be sure to maximize the potential of proposing Ensono products and technology solutions

·        Clearly understands and articulates Go to Market business value of assigned target partners, creative business solutions, and overall strategy.

·        Advise Ensono Sales and Solution Architecture on which GA partners to proactively involve in Ensono opportunities based on partner offerings and their vertical capabilities

·        Supporting the Vice-President’s of Sales execution plan within North America:

·        Building local relationships with Global Alliance Partners Sales teams

·        Establishing a regular cadence with the Partners to review opportunities

·        Work with Account Executives to drive engagement with end customers and targeted GA partners: Own the GA Account heat map. This includes identifying accounts, updating Alliance Partners, and maintaining document.

·        Broker and facilitate communication with key GA partners to identify and resolve gaps & challenges, and conflicts within GA partner community in accounts and across your assignment

·        Serves as point of contact for specific alliances; coordinates alliance activities; and may participate in contract negotiations to create alliances which are strategically and financially advantageous.

·        Develops and executes comprehensive communication plans to educate partners on Ensono capabilities and products.

·        Ensures key executives with Ensono are part of a broad partner relationship that connects at a company level.

·        Provides feedback to relevant Ensono product, sales, and functional teams on perceptions and experiences with Ensono among our partners and sourcing advisors

·        Leads and executes advisory briefings and workshops

·        Develops and maintains joint collateral with subcontractor and prime-contractor implementation partners

Essential Requirements

·       Minimum of ten (10) years of related experience advisor relations, third-party advisory services, provider relations, sales, business development, or product management

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

·       Direct experience in advisor relations, as an advisor, or working in another capacity in a sourcing advisory firm

·       Existing working relationships with individual infrastructure advisors

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

·       Experience in or demonstrated understanding of the infrastructure outsourcing industry

·       Strong analytical and reasoning skills with technical, contractual and financial issues as well as written and oral communication skills.

·       Ability to perform research on and assist with execution on several time-sensitive project/deals at once in a fast- paced environment with minimal direction.

·       Aptitude for understanding how technology products and solutions solve business problems

·       Ability to convey information clearly and provide analysis as needed to help business partner making buying decision

·       Program and sales campaign managements skills

·       Ability to work collaboratively with employees within department and across function/regions

What will set you apart:

• References from Advisory Services and other Global Alliances 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
• Located in the Chicagoland area
• Existing relationships and contacts that will drive robust interaction with the Advisor and Global Advisor community

Travel:
Travel to various partner sites will be estimated at 40% of weeks will involve travel.