IBM Partnership Lead, UK and Europe

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.

Developing impactful solutions is something we do together at Ensono, because Ideas Start Here. Great things happen when many voices are heard, and people are supported to run with their ideas. On our teams, you will be backed by leaders with passion for our business. This is a place where your ideas can Do Great Things.

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.

Adventure starts here. Here you will be a part of a team that encourages you to master your craft, ask tomorrow’s questions today, and chart your own path. Our Associates focus on client impact with curiosity and a feeling of relentless commitment. You will support this mission in this role, where you will be doing the following:

About the role and what you’ll be doing:

Key Responsibilities

·       Build effective relationships with IBM’s aligned partner team for Ensono (commercial and technical) in region and with global resources.

·       Network in IBM’s organisation to identify and nurture new contacts that will continually broaden Ensono’s business development potential with IBM.

·       Responsible for identifying leads through engagement with IBM sales and consulting teams and making introductions for Ensono sales and consulting colleagues.

·       Cultivate sales pipeline with IBM, partnering with Ensono new logo and client base sales teams to accelerate opportunities.

·       Positioning the full Ensono-IBM value proposition to IBM leaders, teams and account owners.

·       Positioning the relevant Ensono portfolio of services to maximise IBMer familiarity with capabilities delivered by our partnership.

·       Participate in creation and evolution of Ensono’s regional and global value proposition materials for IBM engagement.

·       Participate in Ensono pre-sales and sales activities with IBM in joint deals.

·       Represent Ensono at IBM internal and external events.

·       Identify and secure sources of partner funding for go-to-market activities, working with Ensono marketing and leadership teams.

Your experience and skills:

·       IBM experience: almost certainly worked for IBM at some point, understands IBM’s organisation and processes, and has a strong personal network across IBM UK&I management, sales and consulting teams.

·       Demonstrable experience of sales and / or pre-sales of managed services and associated consultancy.

·       Understanding of IBM’s portfolio of products and services.

·       Excellent networker and comfortable engaging at senior levels in large enterprises to influence and provide strategic insight in support of Ensono sales.

·       Ability to articulate solution, technology and product positioning from a commercially driven business perspective.

·       Commercial awareness as well as understanding of current and future technology market direction.

·       Persuasive with strong influencing skills.

·       A structured and data-driven approach to identifying business opportunities and driving solutions.

·       Team player who works will all internal and partner teams to drive results – highly collaborative.

·       Exceptional written and oral communication skills, comfortable speaking in public about Ensono products and services (i.e., clients, trade shows, partner events, etc.)

·       Knowledge of mainframe, midrange, and public cloud a plus.

Location and travel

·       Based in the UK, you will be a regular visitor to IBM UK&I’s London head offices.

·       Some travel to clients and Ensono’s London head office will also be required.

·       Outside of the above, this role is remote working.

What We Offer

We will give you a place to strive and grow, where you will have the opportunity to work on interesting, yet challenging projects. Applying your thinking to build a better world founded on intelligent technologies. We are a people-first business, which means people are at the heart of everything we do here. We offer our consultants a safe environment where knowledge sharing, and open communication is encouraged. Whether at one of the internal monthly events, such as Lunch & Learns, Tech Time, and internal competency meet-ups, or at one of our community groups, such as football, gaming, yoga, or wellbeing; we have strived to build a business where everyone feels welcomed, included, and valued.

Benefits

We believe that great work deserves great rewards. In return for your ideas, commitment and ambition, we’ll give you a very competitive base salary and a range of benefits as soon as you join. On top of your highly competitive base salary, we offer:

• Sales related commission plan
• 27 days’ annual leave.
• ½ off for your birthday
• 1 Volunteer Day
• 5 Days Study Leave
• Contributory salary sacrifice pension
• Private Medical Insurance, Long Term Disability and Life Insurance
• Perkbox discount scheme
• Wellness Platform support from Virgin Pulse
• Employee Assistance Program
• Company wide initiatives on inclusion, diversity, innovation and sustainability
• Community outreach and mentoring opportunities
• Give as you earn
• Hybrid flexible working arrangements

Growth starts here.

Ensono is a place to make better happen – for our clients and for your career. At Ensono, your skills and expertise will grow every day. You will be empowered to do impactful work by influencing mission-critical platforms, modernizing systems, and building innovative applications as you partner with our remarkable clients. 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’re a global-first organization with collaboration as one of our core values. We believe our global perspective is our strategic advantage. With physical offices in Europe, India, and the United States, as well as areas of remote workforce concentration.