Sales Director, SLED New Logo

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.

Position Summary:

The Director of Sales, State, Local and Education (SLED) must have a proven track record selling “as-a-service” complex technology offerings that include managed services, public cloud, mainframe, security and infrastructure. He/she will have accountability for leading a team to achieve the creation of new bookings as well as the acquisition of new clients through a consultative engagement process. The candidate will be responsible for leading and managing the sales team to achieve the company’s revenue goals. This role requires a strategic thinker with a proven track record in sales leadership. The Director of Sales will work closely with the executive team to develop and execute sales strategies and drive business growth.

The candidate must be highly motivated and have the ability and desire to run their self-functioning sales unit by partnering with Sales Engineering, Operations, and Marketing within the business. The candidate will be a creative, strategic thinker and self-starter who is focused on creating solutions and solving business problems through a consultative sales approach. The candidate also must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and reports. As a senior leader in the Ensono Sales team, he/she will ensure proper execution for the lifecycle of a deal establishing sound relationships with internal stakeholders and client executives.

What You Will Do:

1. Proactively identify new revenue opportunities and relationships to drive growth
2. Ability to partner in a cross-functional model with Sales Engineering, Marketing, and Product
3. Drive contract negotiations for new business in partnership with the Legal team
4. Work closely with Sales Engineering and the customer on solution, value, and pricing scenarios
5. Responsible for developing and delivery of prospective client proposals
6. Represent Ensono at field events such as conferences, seminars, etc.
7. Communicate information effectively to diverse audiences, internal and external to the company, recognizing business and product terms and value
8. Challenge the current thinking, assumptions, and status quo to drive results and innovation
9. Recruit, train, and grow the sales team
10. Successfully run business with Sales Operations and SFDC framework
11. Develop and implement a comprehensive sales strategy that aligns with Ensono’s business objectives and market opportunities
12. Lead, mentor, and develop a high-performing sales team; foster a culture of success and ongoing business and goal achievement
13. Conduct market research and analysis to identify new business opportunities and stay ahead of industry trends
14. Provide regular sales forecasts and reports to the executive team; use data and analytics to drive decision-making and sales performance

Required Qualifications:

1. Bachelor’s degree in Business, Marketing, or a related field
2. A minimum of 3 years of new-logo senior sales leadership, preferably in the technology or managed services industry
3. A minimum of 8 years of selling technology/managed service solutions
4. Must be organized, analytical, creative and adaptive
5. A proven track record of both achieving and over-achieving goals in past sales positions
6. Significant experience and discipline in managing, reporting and accurately forecasting sales pipelines
7. Excellent written and verbal communication skills.
8. Experience and expertise in deal-creation, deal-planning, and deal-structuring
9. Excellent teamwork and coaching capabilities
10. Experience in managing and closing complex sales opportunities
11. Proven ability to influence cross-functional teams without direct line authority.
12. Experience in working with managed services, hosting, mainframe, security and outsourcing.
13. Ability to serve in a consultative role as it relates opportunity development
14. Broad relationship development and people networking experience
15. Ability to cultivate and strengthen strong client relationships with senior business and IT staff members.
16. Ability to technically consult with C-level executives within client environment.
17. 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”)

Preferred Qualifications:

1. 5+ years’ experience in new-logo senior sales leadership and sales talent development
2. 5+ years experience in sales or sales leadership in the state and local government industry
3. Experience in IT infrastructure transformation engagements
4. Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms such as public cloud
5. Team leader who can attract top sales talent
6. Existing relationships and contacts in the SLED sector that will drive a robust pipeline, partnering with Marketing
7. Consulting experience and consultative mindset
8. Strong existing relationship with key partners such as IBM, AWS, Microsoft, and Dell

Why Ensono?

Ensono is a place where we unleash Associates to Do Great Things – for our clients and for your career. This could mean achieving a professional goal, collaborating with your team on an innovative idea, learning a new skill, reaching a wellness milestone, or engaging in your community through volunteer programs. Whatever it means to you, we want Ensono to be the place where you can do great things.

We value flexibility and work-life balance. Positions that are not required to be onsite to support a client may offer the ability to work remotely or hybrid at an Ensono office location.

Unlimited Paid Day Off (PDO) Plan

Two robust health plan options through Blue Cross Blue Shield

401(k) with a generous 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

Ensono is an Equal Opportunity/Affirmative Action employer. We are committed to providing equal employment to our Associates and building a diverse and inclusive workforce. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or other legally protected basis, in accordance with applicable law.