Senior Director, Strategic Relationship

Role Overview

• Provide strategic leadership and direction to IBM commercial terms and direction for Ensono.
• Carry accountability 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 across hardware, software and services.
• Engage with appropriate IBM offering executives to affect IBM’s terms offered to service providers so as to ensure level playing fields across MSPs and direct clients.
• Educate internal Ensono stakeholders on relevant IBM and competitive offering structures.
• Produce and maintain documentation and enablement materials related to IBM commercial programs and how they compare to the broader HW/SW/Cloud industry.
• Drive and produce cross-functional analysis and negotiations for strategic IBM contracts.
• Focus on strategic mainframe-market trends but maintain awareness and familiarity with all IBM hybrid technology and strategy (including RedHat, Hashicorp, Confluent, etc).
• Serve as a strategic voice for Ensono in enterprise-wide and industry forums, contributing to business strategy, transformation initiatives, market recognition and long-term planning.
• Coach and mentor leaders and SMEs across Sales, Pricing, Product and Operations on how to develop and incorporate IBM technical and commercial strategy into client engagements and operational improvement.
• Translate complex technical topics, operational data, and strategic metrics into clear, actionable insights for diverse audiences, including executive leadership and cross-functional teams.
• Build strong relationships and collaborative partnerships across the global Product, Consulting and Operations organizations and with leaders in other business units to align priorities, share best practices, and deliver integrated solutions.

Requirements

• Deep 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, with a strong track record of optimizing and transforming services cost structure.
• 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
• Minimum of 10 years of 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 to align Mainframe Services with broader organizational goals.
• Strong communication and interpersonal skills to lead and influence stakeholders at the business unit level and across the enterprise.
• Travel: 30%-50%

Tech Stack

• Cloud

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