Director Sales Southeast

• Proactively identify new revenue opportunities and relationships to drive account and revenue growth
• Create new and sustain existing senior relationships
• Promote and drive client relationships by providing thought leadership and consultation on the alignment of client business needs to Ensono and partner products and services
• Ability to partner in a cross-functional model with Sales Engineering, Marketing, and Product
• Drive contract negotiations for new and existing business in partnership with Legal
• Work closely with Sales Engineering and the customer on solution, value, and pricing scenarios
• Responsible for developing and delivery of prospective client proposals
• Represent Ensono at field events such as conferences, seminars, etc.
• Communicate information effectively to diverse audiences, internal and external to the company, recognizing business and product terms and value
• Challenge the current thinking, assumptions, and status quo to drive results and innovation
• Recruit, train, and grow account executive team
• Successfully run business with Sales Operations and SFDC framework

What you will need

• A minimum of 5 years of sales leadership
• A minimum of 10 years of selling technology/managed service solutions
• Must be organized, analytical, creative and adaptive.
• A proven track record of both achieving and over-achieving goals in past sales positions
• Significant experience and discipline in managing, reporting and accurately forecasting sales pipelines
• Excellent written and verbal communication skills.
• Experience and expertise in deal-creation, deal-planning, and deal-structuring
• Excellent teamwork and coaching capabilities.
• Experience in managing and closing complex sales opportunities
• Proven ability to influence cross-functional teams without direct line authority.
• Experience in working with managed services, hosting, mainframe, security, and outsourcing.
• Ability to serve in a consultative role as it relates opportunity development
• Broad relationship development and people networking experience.
• Ability to cultivate and strengthen strong client relationships with senior business and IT staff members.
• Ability to technically consult with C-level executives within client environment.
• Demonstrated experience at increasing deal close rates, utilizing a structured qualification process with identifying customer compelling events with quantitative data and a qualitative approach (“Art & Science”)
• Candidates must be able to articulate technology and product positioning from a business perspective in addition to creating and maintaining relationships with the clients and vendors.
• The Sr. Director, Sales Northeast will work directly for the SVP of Sales and be a member of the senior management team at Ensono. The Northeast region is critically important for Ensono, housing both our largest clients as well as our most active marketplace.

What will set you apart

• 10+ years of experience in sales leadership and talent development
• Experience in IT infrastructure transformation engagements
• Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms such as public cloud
• Team leader who can attract top sales talent
• A leader who also “carries water” and has creative large-deal execution experience
• Existing relationships with both prospective clients and partners that will drive a robust pipeline, partnering with Marketing
• Consulting experience and consultative mindset
• Strong existing relationship with key partners such as IBM, AWS, Microsoft, and Dell

Travel

• Travel to various client sites will be regional in nature, and most locations accessible via automobile, train, or short regional flight. Estimate 30% of weeks will involve regional travel.