📌 Core Information
🔹 Job Title: New Client Engagement Director
🔹 Company: Ensono
🔹 Location: Remote - United Kingdom
🔹 Job Type: Full-time
🔹 Category: IT Services and IT Consulting
🔹 Date Posted: 2025-07-14
🔹 Experience Level: 5-10 years
🔹 Remote Status: Fully Remote
🚀 Job Overview
Key aspects of this role include:
- Focusing on strategic mainframe transformation services
- Managing the sales cycle from lead generation to close
- Collaborating with multiple teams and building relationships
- Driving new business through mainframe user organizations and IBM partners
ASSUMPTION: This role requires a strategic mindset, strong sales skills, and a deep understanding of the mainframe landscape and IBM partnerships.
📋 Key Responsibilities
✅ Evangelize and sell Ensono’s suite of mainframe-related products and services to mainframe user organizations
✅ Win new business accounts while developing trust for long-term relationships and managing a professional handover into delivery and on-going account management teams
✅ Partner with IBM sales teams and Ensono’s IBM UK/Europe Partnership leader to drive and close a funnel of joint opportunities
✅ Build and deliver strategic sales plans that help secure new business that is both timely and profitable for Ensono
✅ Prospecting, qualification, scoping, proposal, negotiation and closing of top-tier accounts
✅ Focus on lead generation, working alongside the marketing team to develop and implement targeted marketing campaigns to optimise leads
✅ Forecast and then deliver agreed growth targets
✅ Facilitate appropriate introductions for Ensono colleagues
ASSUMPTION: This role involves a high degree of autonomy and requires strong organizational skills to manage multiple opportunities and stakeholders.
🎯 Required Qualifications
Education: Bachelor's degree in a relevant field (e.g., Computer Science, Business, or a related discipline)
Experience: At least 5 years of large complex strategic sales experience, with a strong focus on the mainframe landscape and IBM partnerships
Required Skills:
- Deep understanding of the mainframe landscape and industry expertise in the UK and European market
- Strong understanding of IBM and their partnering approach coupled with an existing network in the IBM sales organization
- Track record of winning multi-million-pound deals and of winning new accounts in particular
- Outcome-focused approach to sales
- Existing strong network of CIO/CTOs and senior technology stakeholders in mainframe user organizations
- Demonstrable experience of selling high-value, complex solutions
- Understanding of cloud computing and the business benefits of organizations embracing private and public cloud platforms
- Experience of working alongside sales support and marketing stakeholders to deliver strategic sales
- Exceptional communication and presentations skills that build confidence and credibility
- ‘Hands on’, ownership, approach
- In-depth understanding of the commercial aspects of large-scale transformation projects
- Demonstrable track record of achieving and exceeding growth targets
Preferred Skills:
- Fluency in additional languages relevant to the UK and European market
- Experience working remotely and managing virtual teams
ASSUMPTION: While not explicitly stated, proficiency in English is required for this role due to the nature of the job and the location.
💰 Compensation & Benefits
Salary Range: £80,000 - £120,000 per annum (Based on industry standards for a senior sales role in the UK IT sector with 5-10 years of experience)
Benefits:
- Competitive base with uncapped commission
- Prestigious sales and broader team recognition via Annual Presidents Club awards
- Starting with 27 days annual leave (plus bank holidays) – increasing to 30 days with length of service
- 1/2 day leave on your birthday
- Sabbatical options at 5 & 10 years of service
- 5 days study leave
- Generous company pension
- Excellent private healthcare scheme for you and your loved ones
- Payroll charity giving scheme
- Enhanced paternity and maternity leave
- Equity Appreciation Program incentive plan
- Life assurance & income protection
- Access to Perkbox, online discount platform with discounted gym memberships, cycle scheme, store and supermarket discounts and much, much more!
Working Hours: Full-time, with flexibility for remote work
ASSUMPTION: The salary range provided is an estimate based on industry standards for a senior sales role in the UK IT sector with 5-10 years of experience. Actual salary may vary based on individual qualifications, skills, and market conditions.
📌 Applicant Insights
🔍 Company Context
Industry: IT Services and IT Consulting
Company Size: 1,001-5,000 employees
Founded: 1969
Company Description:
- Ensono delivers complete Hybrid IT solutions, from mainframe to cloud, tailored to each client’s journey.
- Expert technology adviser and managed service provider, accelerating clients’ digital transformation to achieve business outcomes that stand to last.
- Offers consulting, mainframe and application modernization, public cloud migration, and cloud-native development services.
Company Specialties:
- Support mission-critical workloads
- Reduce total cost of ownership
- Modernize your infrastructure
- Manage and migrate between systems
- Managing business complexity
Company Website: http://www.ensono.com/
ASSUMPTION: Ensono is a well-established company with a strong reputation in the IT services industry, focusing on delivering tailored Hybrid IT solutions to clients.
📊 Role Analysis
Career Level: Senior
Reporting Structure: This role reports directly to the Head of Sales or a similar senior leadership position within Ensono.
Work Arrangement: Fully Remote, with flexibility for on-site work as needed
Growth Opportunities:
- Progression to a leadership or management role within the sales organization
- Expansion of responsibilities to cover additional regions or service lines
- Potential to move into a strategic or business development role
ASSUMPTION: This role offers significant growth potential for the right candidate, given Ensono's size and growth plans for the UK/Europe region.
🌍 Location & Work Environment
Office Type: Remote-first, with physical offices in the UK, US, and Poland
Office Location(s): 3333 Finley Road, Downers Grove, Illinois, US; 301 E. Dave Ward Drive, Conway, AR, US; One London Road, Staines-upon-Thames, United Kingdom TW18 4EX, GB; Suite E Britannia House, 3 Caerphilly Business Park, Caerphilly, United Kingdom CF83 3GG, GB; C. K. Norwida 4, Gdansk, Pomorskie 80-280, PL
Geographic Context:
- The UK/Europe region is a key growth market for Ensono, with a strong focus on mainframe transformation services
- The role requires frequent collaboration with teams and clients based in the UK and Europe, as well as with IBM partners globally
- The remote nature of the role allows for flexibility in working hours and location, within reason
Work Schedule: Full-time, with flexibility for remote work
ASSUMPTION: The remote nature of this role allows for a high degree of flexibility in working hours and location, enabling a better work-life balance for the right candidate.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- In-depth technical interview with Ensono's sales leadership team
- Final interview with the Head of Sales or a similar senior leadership position
Key Assessment Areas:
- Sales skills and experience
- Understanding of the mainframe landscape and IBM partnerships
- Strategic thinking and planning
- Communication and presentation skills
- Cultural fit and alignment with Ensono's values
Application Tips:
- Tailor your resume and cover letter to highlight your sales experience, mainframe expertise, and strategic mindset
- Prepare examples of successful sales strategies and outcomes from your previous roles
- Research Ensono's services, clients, and competition to demonstrate your understanding of the market and Ensono's position within it
ATS Keywords: Mainframe transformation, strategic sales, IBM partnerships, cloud computing, complex solutions selling, CIO/CTO engagement, market expertise, outcome-focused approach
ASSUMPTION: Ensono's application process is designed to assess the candidate's sales skills, mainframe expertise, and strategic mindset, as well as their cultural fit with the organization.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, HubSpot)
- Sales enablement tools (e.g., Showpad, Seismic)
- Project management tools (e.g., Asana, Trello)
- Communication and collaboration tools (e.g., Microsoft Teams, Slack)
ASSUMPTION: The specific tools and technologies used by Ensono may vary, but the role will require proficiency in sales enablement, CRM, and communication/collaboration software.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- One team
Work Style:
- Results-driven
- Strategic and analytical
- Strong communication and collaboration skills
- Adaptable and resilient
- Customer-focused
Self-Assessment Questions:
- Do you have a proven track record of winning multi-million-pound deals in the mainframe landscape?
- Are you comfortable working remotely and managing virtual teams?
- Do you have an existing strong network of CIO/CTOs and senior technology stakeholders in mainframe user organizations?
ASSUMPTION: Ensono values candidates who are customer-centric, innovative, collaborative, accountable, and able to work effectively within a team environment.
⚠️ Potential Challenges
- Managing a high volume of opportunities and stakeholders simultaneously
- Navigating a complex sales cycle with multiple teams and partners involved
- Adapting to a remote work environment and managing virtual teams
- Keeping up with the latest trends and developments in the mainframe landscape and IBM partnerships
ASSUMPTION: These challenges can be overcome with strong organizational skills, strategic thinking, and a customer-focused mindset.
📈 Similar Roles Comparison
- Compared to other senior sales roles in the IT services industry, this role offers a higher degree of autonomy and strategic focus
- Ensono's focus on mainframe transformation services sets it apart from many competitors in the market
- This role offers significant growth potential within a well-established and growing organization
ASSUMPTION: While this role shares similarities with other senior sales roles in the IT services industry, its focus on mainframe transformation services and strategic sales sets it apart.
📝 Sample Projects
- Developing and executing a strategic sales plan to win a multi-million-pound deal with a major mainframe user organization
- Building and maintaining a strong funnel of joint opportunities with IBM partners, driving multiple deals to closure
- Managing a complex sales cycle involving multiple teams and stakeholders, resulting in a successful client handover to delivery and account management teams
ASSUMPTION: These sample projects demonstrate the strategic, collaborative, and customer-focused nature of the role.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 90 days?
- How does Ensono support the growth and development of its sales team members?
- What is the typical career path for a successful New Client Engagement Director at Ensono?
- How does Ensono collaborate with IBM partners to drive new business opportunities?
- What are the key challenges facing the mainframe user organizations in the UK and Europe, and how does Ensono help address these challenges?
ASSUMPTION: These questions demonstrate the candidate's interest in the role, Ensono's culture, and the mainframe landscape.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your sales experience, mainframe expertise, and strategic mindset
- Prepare examples of successful sales strategies and outcomes from your previous roles
- Research Ensono's services, clients, and competition to demonstrate your understanding of the market and Ensono's position within it
- Follow up with Ensono's hiring team one week after submitting your application to confirm receipt and express your interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
