[Hiring] IBM Strategic Relationship Senior Director @Ensono

Role Description

The IBM Strategic Relationship Senior Director is a global leadership role responsible for management of strategic IBM contracts and go-to-market activities to deliver positive impacts to EBITDA and revenue. This role is accountable for growing profitability and market competitiveness through strategic management of IBM relationships and contracts.

• Provide strategic leadership and direction to IBM commercial terms and direction for Ensono.
• Accountable for overall IBM commercial negotiations at a strategic level while coordinating tactical transactions with Procurement and other teams.
• Drive major business opportunities among Ensono, IBM, and our mutual clients to completion.
• Provide internal and external deal leadership in coordination with Sales and Procurement.
• Directly engage with clients in partnership with Sales and Client Delivery to advance opportunities and to address requirements.
• Influence IBM offering strategy for MSP programs.
• Educate internal Ensono stakeholders on relevant IBM and competitive offering structures.
• Produce and maintain documentation and enablement materials related to IBM commercial programs.
• Drive and produce cross-functional analysis and negotiations for strategic IBM contracts.
• Focus on strategic mainframe-market trends while maintaining awareness of all IBM hybrid technology and strategy.
• Serve as a strategic voice for Ensono in enterprise-wide and industry forums.
• Coach and mentor leaders and SMEs across Sales, Pricing, Product, and Operations.
• Translate complex technical topics, operational data, and strategic metrics into clear, actionable insights.
• Build strong relationships and collaborative partnerships across the global Product, Consulting, and Operations organizations.

Qualifications

• Network of IBM and industry contacts with focus on mainframe and mainframe-ecosystem relationships.
• Proven experience in senior contributor or leadership roles within IT and managed services leading technology and financial strategy.
• Strong technical awareness in diverse technical environments with an emphasis on mainframe.
• Financial management skills including budgeting and 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, problem-solving mindset; strong analytical skills.
• Related experience with a Bachelor’s degree in a relevant field; equivalent work experience may be considered in lieu of formal education.
• Demonstrated ability to collaborate effectively with cross-functional leaders, clients, and enterprise functions.
• Strong communication and interpersonal skills to lead and influence stakeholders.
• Travel: 30-50%.

Requirements

• Consulting or consultative selling experience.
• Formal accounting/finance training or equivalent experience.
• Demonstrated ability to work across diverse cultures and regions.
• Skilled at managing competing priorities from a variety of stakeholders with clarity and focus.

Benefits

• Unlimited Paid Days Off.
• Two health plan options through Blue Cross Blue Shield.
• 401(k) 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.