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Strategic Technology Partner ManagerRemote - United States82Company SummaryEnsono is a leading, large-scale provider of mainframe to cloud infrastructure managed services, serving mid-tier to large enterprise and government clients. The Gartner Group says that, “Ensono is one of the top three 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 3rd 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.Job DescriptionWhat you will do:The Strategic Technology Partner Manager – is responsible for leading Go-To-Market (GTM) for a select group of Ensono’s most key strategic technology partnerships in North America. In this role, you will lead the North America GTM program for Ensono’s partnerships with Dell, Broadcom, BMC, VMware, and others. This includes refining the joint account plans with these technology partners, and executing tactics with cross-functional teams, both internally and externally. You will be responsible for attaining lead generation, pipeline, sales, and revenue goals for these partnerships. You will project manage multiple workstreams across new logo acquisition, existing accounts, state and local government vertical sector, specialty sales, marketing, and product engineering teams.Key activities include: Refining and executing joint account plans with technology partners – GTM strategy, joint sales metrics, co-sell workstreams and tactics Project managing Ensono’s technology partnership programs, cross-functionally, and across verticals, both internally and externally, including leading QBRs, governance and cadence, and reporting progress to senior leadership Driving territory mapping and account mapping with strategic technology partners to identify and qualify new leads and opportunities for the Ensono sales team Leading evangelism, communications, and sales enablement for Ensono’s technology partnerships – sales leadership and practitioner presentations, sales content/collaterals/tools, and motivational communications Empowering field sales teams with process for seamless alignment to continuously increase joint opportunities and partner generated revenue Keeping pulse on market trends and identifying new and innovative strategies to GTM with technology partners and quickly integrating into plans Establishing and leading cadence with sales leaders and field sellers to review GTM initiatives, opportunities, and account mappingWhat you will need: Minimum of seven (7) years of experience in Channels and Alliances, including enterprise level technology partner co-sell, strategic partner account planning and management, and business development Proven success in driving leads, pipeline, sales, and revenue through deployment of channel program with technology partners Ability to motivate partner and internal teams to hit joint sales goals and desired outcomes Assertive, proactive, and organized approach to project management Ability to manage multiple workstreams and multiple partners at one-time Experience working at and/or partnering with leading technology companies Bachelor's degree required Experience in IT infrastructure outsourcing and managed cloud services industriesWhat will set you apart: Relationships at and understanding of large technology organizations Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms like public cloud Excitement and collaboration experience working with the partner ecosystemTravel:Travel estimated at 25%82
