Principal Account Manager @ Ensono

At Ensono, our Purpose is to be a relentless ally, disrupting the status quo and unleashing our clients to Do Great Things! We enable our clients to achieve key business outcomes that reshape how our world runs. As an expert technology adviser and managed service provider with cross-platform certifications, Ensono empowers our clients to keep up with continuous change and embrace innovation.

We can Do Great Things because we have great Associates. The Ensono Core Values unify our diverse talents and are woven into how we do business. These five traits are the key to achieving our purpose:

HONESTY, RELIABILITY, COLLABORATION, CURIOSITY, PASSION

About the role and what you’ll be doing:

The Principal Account Manager, known at Ensono as the Client Engagement Director, is accountable for the growth of an Ensono client. The Client Engagement Director 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 Director 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:
- Owning executive relationship map & expansion of key technical and business relationships
  - Whitespace growth of existing services
  - Striving for a mix of Ensono products and services vs. single service
  - Building key partnership and alliance relationships that impact the client or Ensono’s ability to grow and transform (e.g., with the Dell, AWS, MSFT account managers for the client)
  - Managing messaging to the client on operational stability 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 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 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.

We want all new Associates to succeed in their roles at Ensono. That’s why we’ve outlined the job requirements below. To be considered for this role, it’s important that you meet all Required Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply.

Required Qualifications

Bachelor’s degree from a four-year college or university or equivalent work experience
15+ years of sales experience
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
Ability to travel onsite to client site located in Jacksonville, FL - three times a week

Preferred 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

Why Ensono?

Ensono is a place to make better happen – for our clients and for your career. You can do great things through innovation or collaboration, by learning or volunteering, or to promote diversity and inclusion. You can do great things for your own health or for a healthier planet. Whatever it means to you to do great things we want Ensono to be the place you can do it.

We are a client-facing business, but we do encourage clients to allow us to work remotely most of the time so if you are not required to be on client site, you can choose to work from home or in our Ensono offices.

Unlimited Paid Days Off
Two health plan options through Blue Cross Blue Shield
401k with company match
Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts
Depending on location, ability to take advantage of fitness centers
Wellness program
Flexible work schedule

Ensono is an Equal Opportunity/Affirmative Action employer. We are committed to providing equal employment to our Associates and building a diverse and inclusive workforce. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or other legally protected basis, in accordance with applicable law.

Pay transparency nondiscrimination statement/posting OFCCP’s pay transparency policy can be found on OFCCP’s website.

If you need accommodation at any point during the application or interview process, please let your recruiter know or email [email protected].