Senior Offering Manager - Mainframe Managed ServicesRemote - United StatesJR013967
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.
We can Do Great Things because we have great Associates. The Ensono Core Values unify our diverse talents and are woven into how we do business. These five traits are the key to achieving our purpose.
Honesty - Reliability - Curiosity - Collaboration - Passion
About the role and what you'll be doing:
Ensono's Mainframe as a Service (MFaaS) suite is one of the most durable, mission-critical managed service platforms in the market. As we incorporate AI capabilities and next-generation platform innovations, this role exists to evolve and commercialize that portfolio - turning intelligence into offers that customers will buy.
This role is not responsible for defining core AI capabilities. Instead, it focuses on translating existing and emerging capabilities into productized, monetized services - including updating service definitions, pricing models, packaging, and positioning to align with market demand and client value.
You will operate at the intersection of product management, pricing strategy, and service commercialization, ensuring our managed services portfolio evolves from traditional, custom delivery to repeatable, scalable offerings with clear economic models grounded in an AI-First operating model. You'll set the roadmap, align the stakeholders, and own the outcomes.
Service Evolution & Portfolio Refinement
Adapt and evolve existing managed service offerings (e.g., MFaaS) to reflect new platform capabilities (e.g., Telum, Spyre) and AI-enabled delivery improvements such as automation and productivity gains
Update and maintain service descriptions, SOW constructs, and feature definitions
Ensure offerings remain market-relevant, clearly defined, and differentiated
Keep every offering grounded in commercial reality: customer need, market timing, and Ensono's right to win
Commercialization & Pricing Strategy (Primary Focus)
Co-develop and refine costing and pricing models in partnership with Product Pricing and Operations
Transition constructs toward standardized, scalable pricing approaches with forward-looking economics
Incorporate automation and AI-driven efficiencies into cost-to-serve models
Build and maintain pricing frameworks, SKU structures, and packaging tiers and bundles
Ensure all offerings are profitable, repeatable, and defensible in the market
Product Packaging & Monetization
Productize services into clear, sellable offerings - core vs. add-on capabilities, tiered service levels, and optional enhancements driven by AI or platform features
Translate technical capabilities into client-understandable value propositions and measurable business outcomes (cost savings, productivity, risk reduction)
Develop standardized proposal constructs and pricing guidance for Sales
Portfolio Roadmap & Lifecycle Ownership
Own and maintain the commercialization roadmap across the full MFaaS portfolio
Prioritize based on customer impact, commercial potential, and delivery feasibility
Ensure every roadmap item has a clear, documented answer to "Why this? Why us? Why now?"
Manage the full product lifecycle from ideation through commercial availability to retirement
Vendor & Ecosystem Integration
Assess and incorporate third-party vendor capabilities into service offerings, evaluating fit for integration, differentiation, and margin impact
Define how vendor technologies are packaged within managed services, priced and monetized, and positioned vs. alternatives (SaaS, ISVs, native tools)
Manage product-level relationships with key technology partners to ensure alignment with roadmap and commercial goals
Ensure Ensono maintains a cohesive "wrapper" and value layer across vendor-dependent services
Platform Feature Productization (Telum / Spyre / Next-Gen Mainframe)
Identify opportunities to package and monetize industry use cases using new platform-level capabilities
Translate hardware and software advancements (e.g., embedded AI processing) into new service features, differentiated offerings, and incremental revenue streams
Work with Engineering and Architecture to ensure offerings are deployable, operationally supported, and ready for scale
Go-to-Market Enablement
Develop and maintain product positioning, messaging, sales enablement materials, and offer definitions for pipeline and deal structuring
Partner with Sales to move from point-product or custom solutioning toward outcomes-led selling of standardized offerings
Support deal cycles with pricing guidance, packaging recommendations, and commercial clarity
Customer & Market Insight
Conduct ongoing customer discovery to validate assumptions, test positioning, and surface unmet needs
Monitor the competitive landscape across managed services, AI-enabled delivery, and platform alternatives
Turn market signals into roadmap and packaging decisions - not just decks
Cross-Functional Alignment
Act as the bridge across Product & Consulting lines of business, Pricing & Finance, Delivery/Operations, and Sales
Ensure alignment between what is sold, how it is priced, and how it is delivered
Drive consistency across portfolio definitions and commercial models - and drive decisions rather than waiting for them
We want all new Associates to succeed in their roles at Ensono. That's why we've outlined the job requirements below. To be considered for this role, it's important that you meet all Required Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply.
Required Qualifications
7-10+ years in Product Management, Offer Management, or Service Portfolio Management, with clear ownership of commercial offer development in a managed services or technology services environment
Managed services background - strong experience across mainframe, infrastructure, or SRE services, and an understanding of how managed service offers are structured, sold, and delivered
Pricing & commercialization expertise - a proven track record of productizing services (custom → standardized) and developing or influencing costing and pricing models
Commercial and financial acumen - cost-to-serve modeling, pricing strategy, and margin optimization
Translation skill - you turn technical capability into clear packaging and sellable value propositions without losing either the technical or the business audience
AI-enabled delivery fluency - enough understanding of automation and AI efficiencies to reshape cost-to-serve and service design (this role applies AI to commercialization; it does not define the underlying AI capability)
Cross-organizational experience - you've worked across Product, Finance, and Delivery, and can drive alignment between them
Clear communicator - you can run a cross-functional meeting across pricing, finance, delivery, and sales and make sure everyone leaves knowing the decision and who owns what
Ownership mindset - you drive the roadmap forward, manage dependencies, and don't wait for blockers to resolve themselves
Bachelor's degree in Business, Computer Science, Engineering, or a related field - or equivalent demonstrated experience
Preferred Qualifications
Mainframe ecosystem (IBM Z, z/OS, CICS, Db2); IBM LinuxONE experience a plus
Infrastructure Managed Services and/or SRE or Application Services
Familiarity with AI-enabled delivery (AIOps, automation, developer productivity)
Vendor ecosystem familiarity (IBM, ISVs, observability, security, and DevOps tooling)
Familiarity with next-generation mainframe platform capabilities (e.g., Telum, Spyre, embedded AI processing)
Success Measures
Adoption of standardized, productized service offerings
Improved pricing consistency and margin performance
Increased attach rates for add-on and enhanced capabilities
Conversion of platform innovations (e.g., Telum / Spyre) into revenue-generating services
Reduced reliance on custom pricing and one-off deal structures
Role Differentiator
This role is not an AI product strategy role. Success is defined by the ability to take what exists - AI capabilities, platform features, and vendor tools - and turn it into clear, priced, packaged, and sellable services at scale.
Why Ensono?
Ensono is a place to make better happen - for our clients and for your career. You can do great things through innovation or collaboration, by learning or volunteering, or to promote diversity and inclusion. You can do great things for your own health or for a healthier planet. Whatever it means to you to do great things we want Ensono to be the place you can do it.
We are a client-facing business, but we do encourage clients to allow us to work remotely most of the time so if you are not required to be on a client site, you can choose to work from home or in our Ensono offices.
Some of our benefits include:
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
As of the date of this posting, a good faith estimate of the current pay scale for this role is $116,000 to 168,000 annually based on a full-time schedule. Please note that placement in the range may vary based on numerous factors including but not limited to skills, experience, internal equity, and business needs. In addition to base salary, other compensation programs, depending on eligibility, include an annual bonus plan based on company and individual performanceand an equity grant under our Associate Equity Appreciation 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.
Pay transparency nondiscrimination statement/posting OFCCP's pay transparency policy can be found on OFCCP's website (https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp\%20English\formattedESQA508c.pdf) . If you need accommodation at any point during the application or interview process, please let your recruiter know or email USTalentAcquisition@ensono.com .
JR013967
