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IBM Strategic Relationship Senior Director

1 hour, 31 minutes ago
United States
Full-time
Lead
Partnerships Manager
Sales and Business Development
AWS
Apply Now
Ensono

Ensono

Ensono provides comprehensive hybrid IT solutions and governance, enabling businesses to navigate complexity and modernize their technology infrastructure, from cloud services to mainframe systems, tailored to each client's unique journey.

IT Services
1K-5K
Founded 1969
View All Jobs 56

Description

  • Provide strategic leadership for IBM commercial terms, negotiations, and direction across Ensono.
  • Drive major business opportunities between Ensono, IBM, and mutual clients through completion.
  • Lead internal and external deal coordination with Sales, Procurement, and Client Delivery.
  • Influence IBM offering strategy for MSP programs and engage IBM executives on service-provider terms.
  • Educate internal stakeholders on IBM and competitive commercial structures and maintain enablement documentation.
  • Produce cross-functional analysis to support strategic IBM contracts and negotiations.
  • Maintain awareness of IBM hybrid technology and strategy, with emphasis on mainframe-market trends.
  • Represent Ensono in enterprise-wide and industry forums to support business strategy and market recognition.
  • Coach and mentor leaders and subject matter experts on IBM technical and commercial strategy.
  • Translate technical topics, operational data, and strategic metrics into actionable insights for executive and cross-functional audiences.
  • Build collaborative relationships across Product, Consulting, Operations, and other business units to align priorities and deliver integrated solutions.

Requirements

  • Network of IBM and industry contacts focused on mainframe and mainframe-ecosystem relationships.
  • Proven experience in senior contributor or leadership roles within IT and managed services.
  • Experience leading technology and financial strategy.
  • Strong technical awareness across diverse environments, with emphasis on mainframe.
  • Track record of optimizing and transforming services cost structure.
  • Financial management skills including budgeting, forecasting, CapEx/OpEx optimization, investment return analysis, and revenue/cash-flow recognition.
  • Demonstrated skill in contract interpretation and negotiation, with specific awareness of IBM contract terms.
  • Creative, flexible, and analytical problem-solving mindset.
  • Bachelor’s degree in a relevant field, or equivalent work experience in lieu of formal education.
  • Ability to collaborate effectively with cross-functional leaders, clients, and enterprise functions.
  • Strong communication and interpersonal skills to lead and influence stakeholders at the business unit and enterprise levels.
  • Willingness to travel 30-50%.
  • Consulting or consultative selling experience preferred.
  • Formal accounting or finance training, or equivalent experience, preferred.
  • Ability to work across diverse cultures and regions, preferred.
  • Experience managing competing priorities from multiple stakeholders with clarity and focus, preferred.

Benefits

  • Unlimited Paid Days Off.
  • Two health plan options through Blue Cross Blue Shield.
  • 401(k) with company match.
  • Dental, vision, short- and long-term disability, life, AD&D coverage, and flexible spending accounts eligibility.
  • Flexible remote work options, with the ability to work from home or in Ensono offices when not required on client site.
  • Flexible work schedule.
  • Wellness program.
  • Fitness center access depending on location.
  • Annual bonus plan based on company and individual performance.
  • Equity grant under the Associate Equity Appreciation Program.
  • Base salary range of $180,000 to $250,000 annually.

Interested in this position?

Apply directly on the company website

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