Principal Account Manager
Financial Services Industry, NYC metro area
Confirmed live in the last 24 hours
Ensono

1,001-5,000 employees

Managed IT services and digital transformation consulting
Company Overview
Ensono stands out as a technology adviser and managed service provider due to its comprehensive approach to digital transformation, offering services ranging from consulting to cloud-native development. The company's competitive advantage lies in its cross-platform expertise, with certifications in AWS, Azure, and Google Cloud, and recognition as Microsoft Datacenter Transformation Partner of the Year. Ensono's culture of relentless allyship, 24/7 support, and personalized solutions tailored to clients' business goals, coupled with its industry leadership in mainframe services, makes it an ideal workplace for those seeking to contribute to meaningful digital transformations.
Consulting

Company Stage

N/A

Total Funding

N/A

Founded

1969

Headquarters

Downers Grove, Illinois

Growth & Insights
Headcount

6 month growth

9%

1 year growth

18%

2 year growth

35%
Locations
New York, NY, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Communications
AWS
CategoriesNew
Sales & Account Management
Requirements
  • Bachelor’s degree from a four-year college or university or equivalent work experience
  • 10-15 years of sales experience to Global Financial Services Organizations
  • Demonstrable experience in enterprise-scale solution selling.
  • Experience in digital services; Mainframe Modernization, Cloud Migrations, MicroServices Consulting
  • 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.
  • Reasonable commuting distance into Manhattan for client meetings
  • Demonstrable success in selling services to Global Financial Services Organizations
Responsibilities
  • 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 owning executive relationship map & expansion of key technical and business relationships:
  • Understand client’s strategic goals & objectives, and how Ensono can enable
  • Ensure value and growth of existing Midrange & Mainframe services​ Globally
  • Driving the adoption of Ensono digital services, Mainframe Modernization, Cloud Migrations, MicroServices Consulting
  • Building key partnership and alliance relationships that impact the client’s ability to grow and transform (e.g., Dell, AWS, MSFT, IBM, etc.) ​
  • Managing messaging to the client on operational excellence via active partnership with Service Delivery Management​
  • Enabling and selling new services sales across the client’s IT landscape​:
  • Understand client’s competitive services landscape for Ensono whitespace services.
  • Leverage Advisory & Consulting and Specialist team to identify client needs and build services growth plan by account.
  • Identifying and engaging in client’s cloud and Mainframe transformation strategy​
  • Introducing cloud native development practice areas​
  • Responsible for account plan, account strategy, account services growth plan, and SFDC data stewardship on the account​
  • Bring the right Ensono relationships to the client on a regular basis:
  • Weekly internal client status and opportunity reviews​
  • Monthly business reviews with the client and Ensono account team​
  • Quarterly business reviews with client and Ensono account team​
  • Manage Ensono Executive sponsor program by client.
  • Be Accountable to bring the right technical and sales specialist roles to new service opportunities:​
  • Engage, be curious, drive positive disruption across the clients’ IT teams: infrastructure, applications, business units​.
  • 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 Service Delivery Team (SDM) team to analyze, prioritize & communicate client health and CSAT to key stakeholders:​
  • Use data and influence to highlight and escalate service delivery issues that are getting in the way of client/ account growth​.
  • 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.​
Desired Qualifications
  • Independent and self-directed
  • Resourceful and confident under pressure
  • Presentation & communication skills
  • Strong management and business skills
  • Strong empathy, self-awareness, and interpersonal skills
  • Curious and driven to deeply understand clients’ business and objectives and make appropriate recommendations.
  • Able to challenge the status quo.
  • Demonstrable success in selling services to Global Financial Services Organizations
  • Experience as a trusted advisor with Tier 1, global financial institutions
  • Based in New York City metro area
  • Experience working in North America as well as Europe