Client Engagement Executive - Cloud and Digital Services

📋 Description

• • At Ensono, our purpose is to be a relentless ally, disrupting the status quo and unleashing our clients to Do Great Things. We empower 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 enables clients to keep pace with continuous change and embrace innovation.
• • As a Client Engagement Executive, you will be the primary account executive responsible for cultivating and expanding strategic relationships with Ensono’s insurance clients. Your role is pivotal in driving profitable growth, leveraging company-wide resources to address client satisfaction, and ensuring world-class delivery.
• • You will be tasked with identifying account risks and growth opportunities, positioning Ensono as a trusted partner for your clients’ digital transformation journey. While this is an individual contributor role without direct reports, you are expected to collaborate extensively across various Ensono teams, including Service Delivery, Pricing, and Solutions Engineering, to effectively manage and grow existing client accounts.
• • Key areas of focus and responsibilities:
• • Client Relationship Management:
• • Serve as the primary point of contact for clients, owning the commercial relationship, developing an executive relationship map, and expanding key technical and business relationships within client organizations.
• • Proactively expand technical and business relationships, maximizing the utilization of Ensono’s current service portfolio and driving new business opportunities across the full spectrum of Ensono products and services.
• • Build and nurture strategic partnerships and alliances with key technology vendors (e.g., Dell, AWS, Microsoft, IBM) that are critical to supporting client transformation and growth initiatives.
• • Partner closely with the Service Delivery Management (SDM) team to analyze, prioritize, and communicate client health and satisfaction levels to key stakeholders. Utilize data and insights to highlight potential issues and ensure their timely resolution.
• • Facilitate effective communication by bringing the right Ensono relationships to the client, orchestrating weekly internal status reviews, monthly business reviews, and quarterly business reviews with both client and internal Ensono account teams.
• • Strategic Account Growth:
• • Drive significant and profitable revenue growth within your assigned client accounts, focusing on expanding the portfolio of services beyond initial engagements, typically starting with cloud and digital services.
• • Proactively enable and sell new services across the client’s IT landscape, demonstrating a deep understanding of competitive offerings and identifying untapped whitespace opportunities.
• • Collaborate effectively with technical sales specialists, advisory, and consulting teams to uncover client needs and strategically position Ensono’s comprehensive solutions for maximum client impact.
• • Engage deeply with client cloud and mainframe transformation strategies, introducing and advocating for cloud-native development practices and modern IT architectures.
• • Drive positive disruption and foster curiosity across client IT teams, including infrastructure, applications, and business units, encouraging adoption of innovative solutions.
• • Own the development and execution of the account plan, overarching strategy, services growth plan, and maintain accurate Salesforce (SFDC) data stewardship for all assigned accounts. Manage the Ensono Executive Sponsor program for each client to ensure executive alignment and support.
• • Sales Pipeline Management:
• • Build and meticulously manage a robust sales pipeline to consistently achieve assigned quota and revenue targets.
• • Proactively identify, qualify, and develop new business opportunities within your assigned accounts and targeted prospects, ensuring a healthy and predictable revenue stream.
• • Maintain accurate and up-to-date opportunity data within SFDC, ensuring effective pipeline management, accurate forecasting, and clear visibility for internal stakeholders.
• • Regularly review and update account plans, stakeholder maps, and opportunity status with internal teams and leadership, ensuring strategic alignment and proactive risk mitigation.
• • Travel Requirement:
• • Demonstrate a willingness and ability to travel up to 50% of the time to meet with clients, attend industry events, and collaborate with internal teams as needed to foster strong relationships and drive business objectives.