• 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.