Solution Principal

Ensono

10d • $151,000 - $257,000 • Hybrid

About The Position

Ensono's Solution Principal is the lead Deal Architect that assembles multi-tower ITO and Hosting solutions together that may also contain multiple transformation phases. They work alongside and support Sales, Consulting and Client Success organizations to service our clients. They work with the clients’ business and technical teams, along with Ensono's internal teams to create winning solutions. To that end, a Solution Principal must be effective in fostering executive level relationships with an emphasis on client satisfaction. Throughout the engagement process, from discovery to solution implementation, they must work with and often lead multi-disciplinary teams. Solution Principals are also key contributors in the contracting process and ensure solution and service parameters are captured appropriately. They also lead the solution hand-over for delivery into internal delivery and ops teams. Ultimately, he/she remains of the owner of the overall solution and co-own the pursuit strategy and execution with the Ensono’s client executives.

Requirements

• 20+ years of experience with at least 10+ years with a service provider and/or cloud MSP
• Graduate degree (MBA) or Bachelor’s degree in Computer Science, Engineering, Business, Finance, or other technical discipline with applicable experience
• Experience in a Lead pre-sales Solution Principal, or Engineer role at a service provider with managed services, infrastructure, data center and transformation solutions
• Successfully concluded at least 15+ IT Outsourcing, Cloud, Managed Services, or transformation deals of $50M TCV or greater
• Complete understanding of the sales process and deal dynamics for complex technical solution selling including ITO deals
• Strong understanding of Financial, Negotiation and Contractual issues and regulations in IT outsourcing deals
• Strong analytical and reasoning skills related to technical, contractual and financial issues
• Broad technical knowledge in data center, hosting, and hybrid cloud technologies
• Well versed in the hosting technology landscape including compute, storage, backup, network, security, End User Services, BC/DR, DevOps and IT governance
• Experience with public cloud platforms (AWS, Azure, GCP) and hybrid solutions preferred
• Deep understanding of IT services outsourcing solutions including End User Service and Service Desk
• Excellent written and oral communication skills and proficient in MS Excel, PowerPoint, Word etc.
• Advanced presentation skills highlighting value and differentiation points for ITO solutions
• Ability to share knowledge and expertise among various organizations within the company and to facilitate teamwork among those organizations to better serve our clients

Nice To Haves

• Advanced presentation, communication, and influencing skills at a C-level
• Team Lead, Independent, Self-directed, Results oriented
• Strong empathy, self-awareness and interpersonal skills
• Business and customer-oriented player with ability to coordinate a diverse team
• Able to challenge status quo in a non-confrontational way
• Ability to manage periods of high project demand, short deadlines and operate under pressure

Responsibilities

• Co-own, with Ensono’s client executives, the sales strategy and pursuit execution
• Collaborate with Sales, Solution Architects, Specialists, Consulting and Delivery organizations to create Pursuit, Solution, Sales and Delivery strategies for Enterprise Clients
• Lead discovery, assessment and solution development workshops (often in collaboration with resources from consulting, operations and product teams) to craft winning solutions
• Develop and document solutions that meet client's (technical and business) requirements and allow them to adapt to changing industry needs with a focus on transformation and re-platform efforts
• Create win-win solutions and business proposals for both client and Ensono as part of the deal qualification, pursuit, and execution process
• Aid in driving stability and innovation within the client's current and future state. Create solutions based on client requirements and available product offerings
• Push for higher value/value added services and solutions in line with Ensono's offerings
• Present solutions and business cases to a wide variety of internal and external audience
• Gain clients' confidence as a trusted advisor by offering consultation and recommendations drawn from insights, technology know-how and past experiences
• Work with finance and pricing teams to create pricing, business case, and multi-year pro-forma models
• Help build the commercial construct and pricing for IT outsourcing, and large managed services deals
• Align and partner with Product Management to help drive appropriate product enhancements and changes to technology roadmap
• Work with Finance, Product, Operations, Legal, and other internal stakeholders to deliver client proposals and contract materials (MSA review, SOW development and redlining, etc.)
• Draft and negotiate SOW, contracts, and sub-contract agreements, ensuring T&Cs alignment and risk mitigation
• Participate in deal reviews and advise Ensono senior management team regarding technical, commercial and competitive aspects
• Provide post-close consulting, knowledge transfer, and deal documentation to ensure smooth internal transition for transition, delivery, operations, and billing
• Participate in Industry Conferences and Consulting Reviews

Benefits

• Unlimited Paid Days Off
• Three health plan options
• 401k with company match
• Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts
• Family Forming Benefit including fertility coverage and adoption/surrogacy reimbursement
• Paid childbearing and paternal leave
• Education Reimbursement, Student Loan Assistance or 529 College Funding
• Sabbatical leave
• Wellness program
• Flexible work schedule

What This Job Offers

• Job Type: Full-time
• Career Level: Principal