Alliance Sales Executive Associate Director - Ibm Industrials & Energy E jobs at Ey in United States, Dallas

Senior Commercialization Architect, Associate Director

Supporting the commercialization process, the role builds the frameworks, processes, methods, tools, and governance to facilitate the Go-To-Market (GTM) monetization transformation from input‑based, effort-driven, cost‑plus margin monetization into client value‑driven, output- and outcome‑based models, that appropriately share in all sources of value: efficiency, effectivness and enablement. The role leverages deep knowledge of product‑led growth (PLG) motions for digital/AI-native/tech-native/standardized products such as GBB (Good, Better, Best), free trial, and upsell/cross-sell and sales‑led growth (SLG) motions for services-oriented engagements such ROI calculators and value tables, when combined with historical professional services GTM motions, creates new, innovative, market leading positioning, packaging and monetization that accelerates our firm’s profitable growth ambitions.

Your key responsibilities

• Provide leadership, execution and accountability of the product and service commercialization factory including connecting the product, monetization, pricing and commercial models across Top End Audit, Transformations, Managed Services, and other business models, as needed.
• Create clarity from ambiguity, working with minimal data and available information, uncover leverage point(s) early in the commercialization process to swiftly identify, position, and monetize client value in support of accelerating profitable growth (increased revenue, expanded margins, improved win rates)
• Identify and align the value metric (business impact the client receives by using the product or service), the usage metric (the amount of product or service consumed by the client), and the pricing metric (how the client is invoiced, how the total price is calculated) in a way that meets the criteria of: easily definable, consistently measurable, high client demand, high expectation to pay, and high metric density
• Facilitate service decomposition, breaking down complex, customized, SMR-led services into configurable, modular components with defined, standard deliverables by mapping out steps in the solution value chain (inputs, activities, outputs, and outcomes) enabling monetization model maturity assessment, selection, activation, and adoption across the business
• Define, iterate, and refine the price list for an assigned set of products/services including the monetization model, monetization metric(s), price point(s), structured/sales discounts and incentives, client value tables, associated terms and conditions, and other related items, to increase price realization, reduce discounting/margin leakage, and increasing win rate
• Build trust-based relationships and influence decision making across internal and client stakeholders contributing to positive sum outcomes that unlock/expand client value, improve EY win rates, increase EY revenues and expand EY margins

Skills and attributes for success

• Fluent in all aspects of cost, competitor, client willingness to pay- and client value-driven pricing strategies and how these come together in EY’s primary market pricing games of custom, power, choice and value, considering the consolidation/fragmentation of buyers, competitor offer intensity, and choice architecture to influence client decision making
• Proven track record designing, modelling, shaping and structuring Top-end audit, transformations, and managed services utilizing innovative monetization and commercialization approaches aligned with the client’s value chain
• Robust knowledge of behavioral science such as prospect theory, loss aversion, anchoring and adjustment, cognitive load, framing, and choice architecture (options)
• Able to simplify the complex, establish credibility quickly and swiftly build trust-based influence with senior stakeholders while navigating the availability of limited/ambiguous information
• Collaborate effectively across a matrix organization showcasing pursuit and relationship management skills to deliver a high-quality work product while navigating conflicting interests

To qualify for the role you must have

• 12+ years of experience in professional services pricing/commercials, strategy consulting, corporate development and/or SaaS/Product commercialization
• Expert proficiency in financial modelling, monetization, pricing, accounting, budgeting and associated metrics
• Knowledge of qualitative and quantitative price setting and optimization techniques such as A/B testing, conjoint analysis, Gabor-Granger, Price Elasticity of Demand, Van Westendorp, and price laddering
• University/Bachelors’ degree or equivalent qualification required

Ideally, you’ll also have:

• MBA or master’s degree (or equivalent qualification) in Business or related field preferred
• As the job involves responding to clients' needs and varying time zones, flexible hours are regularly required
• Limited to moderate travel will be required

Skills and attributes for success

Thriving in a matrixed organization is essential, balancing the needs of the client against business initiatives and goals. Possessing natural coaching skills, you will inspire others with your insights and ability to create and drive differentiated value propositions in the market. You will be a trusted advisor to the Deal Lead, Engagement Partner, Global Client Service Partner, and the broader pursuit team, acting in a consultative manner delivering exceptional service and quality. You will be the catalyst that pulls stakeholders together to drive strategic initiatives and increase win odds while positioning profitable growth.

To qualify for the role, you must have

• 10-12+ years of experience in a professional services environment preferably in a function like pricing and commercials, strategy consulting, solution architecture or commercial and contract management
• Expert proficiency in financial modelling, accounting, budgeting, and associated metrics
• Proven track record designing, modelling and structuring deals utilizing various pricing strategies/commercial structures across consulting and managed services
• Strong pursuit management, relationship management, executive presence and influencing skills
• High proficiency at collaborating, managing conflicting interests and dealing with volatility, uncertainty, complexity, and ambiguity
• Highly effective oral and written communications

• A University/Bachelor’s Degree

Ideally, you’ll also have

• An advanced degree or MBA
• Professional accounting or financial certification
• Experience conducting market research
• Experience as a people manager
• Ability to travel

Your Key Responsibilities

• Timely processing of vehicle registration, renewals, and permits
• Supporting clients on technical vehicle and registration matters
• Field requests from client operations to register new vehicles and renew existing vehicles in accordance with local regulations
• Coordination with clients on status of existing new registrations and renewals
• Coordination with business on hold titles, duplicate registrations/titles, and citations
• Leveraging proprietary and client vehicle/registration technology to deliver services to clients
• Outreach to licensing jurisdictions to resolve outstanding matters
• Utilize EY methodologies and tools that exist to enhance service delivery
• Deal with roadblocks and issues, providing suggestions and alternatives
• Reference and interpret standards using professional judgement, identifying noncompliance while applying a balanced view of all client matters
• Consult with Engagement Leadership as necessary
• Apply Tax Quality and Independence rules to engagements

Skills and attributes for success

To qualify for the role you must have

• Bachelor’s degree
• Minimum 1-2 years of experience with vehicle registration, renewals, and permits
• Excellent organizational and verbal/written communications skills
• Effective time management skills
• Ability to work in fast paced professional services environment
• Computer software applications, including Microsoft Word, Excel and PowerPoint,
• A commitment to following through effectively on client requests

• Ability to develop knowledge of various client industries
• Commit to periodic travel (less than 10%) and local travel to office or client site, as needed

Ideally, you’ll also have

• Strong attention to detail
• Great communication skills in a professional environment (both written and verbal)
• Capacity to work independently and effectively on a variety of tasks at the same time

• The ability to adapt your work style to work with both internal and client team members
• The ability to research and interpret published statutes/ordinances/guidance to determine vehicle registration, renewal, and permit requirements; where guidance is not clear, make judgements and conclusions based on experience and discussions with relevant jurisdiction
• The ability to resolve issues at the jurisdiction and client level

What we look for

• We’re interested in people with initiative who are not afraid to speak up, with a genuine desire to make things better across the business. You’ll need strong communication skills and the ability to handle information and data from multiple sources. If you’re ready to further build on your professional competencies, this role is for you.

Your key responsibilities

As an IBM Alliance SE, you’ll be responsible for leading Alliance sales activity by delivering against defined sales and pipeline targets. You’ll build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market. You’ll be a subject matter expert on the alliance program; IBM powered transformations and solutions and joint EY-IBM value proposition. You will have expertise and experience in the IBM platform and solutions including but not limited to: Maximo, Apptio, Watson, RedHat, SW AG and Hashicorp, their sales & GTM motions, developing/ maintaining relevant alliance partner relationships and being able to lead pursuits independently through qualification phase if needed. Your time will be primarily focused on external selling, actively engaging with IBM, your client(s) and EY account and industry leadership.

To qualify for the role, you must have

• 10-12 years of quota carrying sales experience in professional services, solutions and technology
• Direct enterprise and alliance channel sales experience
• Experience selling enterprise solutions to Industrial Products (Advanced Manufacturing, Aerospace and Defense and Mobility) and Energy (P&U and O&G) companies
• Services sales experience working at a Big 4 firm. Accenture, IBM or other GSI
• Experience teaming with other system integrators around joint services solutions
• Knowledge and expertise of IBM technology solutions and platforms
• A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies
• Expert client management and relationship skills, strong executive presence, and expertise in influencing without authority.
• Knowledge of EY’s Alliances, products and services
• Solid understanding of the marketplace/industry, competitive intel, and target account profiles information
• Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media
• Strong sector or technical content expertise
• Strong ability to manage and resolve conflict.
• A University/bachelor’s degree

Ideally, you’ll also have

• An advanced degree or MBA
• Technical IT background
• Delivery management leadership experience
• Selling experience with IBM’s recent acquisitions (Redhat, Apptio, SW AG, Hashicorp) solutions
• AI solution selling experience, ideally with IBM watsonx products.
• Joint services experience.
• Strong coaching and mentoring skills
• Team selling experience.
• Ability to travel.

What we offer you
At EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn .

• We offer a comprehensive compensation and benefits package where you'll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $221,410 to $280,070 plus participation in an incentive compensation program applicable to Sales Executives. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $265,650 to $318,290 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
• Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year.
• Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

As an Early Careers Team Lead (Assistant Director), you’ll own Early Careers recruiting responsibilities across specific markets/regions, service lines, schools, events and programs. You’ll have supervision responsibilities within a team including coaching, mentoring, performance management and support. You’ll be part of a collaborative team with high visibility to leadership and the opportunity to network with a wide array of stakeholders and influencers. You’ll be leading efforts that bring future leaders into the firm, so our reputation for excellence and innovation will be in your hands.

Your key responsibilities

You’ll take on a wide range of responsibilities from owning headcount, facilitating and attending Early Careers recruiting events, managing programs around early-ID initiatives, and providing coaching and training for your team. You’ll work closely with business and recruiting leaders to execute assigned recruiting strategies. You can expect, but will not be limited to executing the following responsibilities:

• Ensure that the strategic objectives of Early Careers leadership align with the daily activities and goals of each team member, oversee operations and provide guidance to meet established goals and KPIs
• Implement overarching strategies at the team level, making tactical adjustments to address specific challenges and opportunities, serving as an extended point of contact for stakeholders

• Act as a mentor and coach to team members, fostering a culture of continuous learning and professional development while addressing real-time feedback and submitting regular performance evaluations through SuccessFactors
• Oversee the daily operations of recruiters and recruiting coordinators, including scheduling, event coverage, and serving as the first point of contact for personnel matters such as onboarding, training, performance, role/workload shifts, leave notifications, vacation scheduling, employee relations, and resignation processing
• Serve as the primary subject matter expert, including monitoring external trends, for the profile/competency/universities for which you oversee, providing insights to inform the business through strategic conversations

• Elevate significant strategy conversations, requests for change in team support or approach to recruiting, and/or difficult situations to Early Careers Leadership team
• Oversee budgeting responsibilities for your designated universities, cities, and/or sub-service line ensuring optimal utilization of resources (team members, and/or recruiting spend); assist Early Careers budget management with reforecasting and elevating potential overages/surpluses
• Manage hiring production (requisitions, candidates). This hiring production will represent a small percentage of overall responsibilities.

Skills and attributes for success

You’ll be managing a diverse array of talent projects, headcount, events and people so strong organizational skills and attention to detail are key. You’ll have the ability to build and nurture long term relationships with internal and external stakeholders. You’ll need to be creative and innovative in developing sourcing strategies that attract top talent.

To qualify for the role, you must have

• 6-8 years of related experience

• A Bachelor’s degree or equivalent work experience
• Critical thinking and problem-solving skills
• Experience with implementation of recruitment strategies

• Knowledge of the geography, service line, or college/university landscape (respective by role) is preferred
• Knowledge of strategy consulting landscape for roles directly supporting EY Parthenon is preferred
• Leadership and team management capabilities, inclusive of mentoring, coaching, and driving accountability
• Strong communication skills with an emphasis on stakeholder management
• Experience with large scale speaking engagements
• Knowledge of evolving recruitment tools and technologies
• Demonstrated adaptability and agility using data-based decision making

• Practical knowledge of common computer programs (i.e., Microsoft Office) including applicant tracking systems (i.e., SuccessFactors, Yello)
• Travel expectations: 25-45% depending on the time of recruiting season

Ideally, you’ll also have

• Experience working within professional services or a large matrix corporate environment
• Experience supervising teams and providing counseling

• Analytical skills to interpret and react to complex and constantly evolving data

What we look for

We’re interested in creative and innovative professionals ready to manage the recruiting process and build a talent pipeline of future leaders within our organization. You’ll need to be agile, ready to lead and learn, and have a genuine passion for finding the right talent.

You’ll own activities throughout a specific set of schools, markets, or practice/service lines. You’ll be part of a collaborative team with high visibility to leadership and the opportunity to network with a wide array of stakeholders and influencers. You’ll be bringing future leaders into the firm, so our reputation for excellence and innovation will be in your hands.

Your key responsibilities

• Developing and executing recruiting strategies to attract early careers hires and serve as a key contact to client groups and candidates.
• Develop sound business relationships with internal and external key stakeholders to achieve hiring goals
• Driving and supporting the recruiting process such as: campus events, candidate coaching, assessments, managing an intern program, leading new hire orientation, and supporting large programs.
• Advising hiring managers, recruiting leaders and other stakeholders as appropriate on pipeline development, progress of candidates and implementation of hiring plans based on business strategy
• Providing operational and process excellence to ensure a quality candidate experience
• Acting as a change agent for new technology, tools and processes that are rolled out to the broader recruiting community
• Staying abreast of talent and labor market insights

Skills and attributes for success

You’ll be managing a diverse array of talent projects and events so strong organizational skills and attention to detail are key. You’ll have the ability to build and nurture long term relationships with internal and external influencers and stakeholders. You’ll need to be creative and innovative in developing sourcing strategies that attract talent and focus on inclusiveness initiatives.

To qualify for the role, you must have

• 5-7 plus years of related experience
• A Bachelor’s degree or equivalent work experience
• A proven record of success in talent attraction and retention
• A broad understanding of recruitment laws and practices
• General understanding in compensation practices and benefit laws and practices
• Experience managing and planning multiple events
• Strong knowledge of computer programs (i.e., Microsoft Office) including applicant tracking systems (i.e., Yello, Eightfold, SuccessFactors)
• Strong communication skills including large scale speaking engagements
• Ability to travel to support recruiting or internship events

Ideally, you’ll also have

• Experience working within professional services or large matrix corporate environment

• Analytical skills to interpret and react to complex and constantly evolving data
• Experience supervising teams and providingguidance on how to attract and hire the best talent

What we look for

We’re interested in creative and innovative professionals ready to manage the recruiting process and build a talent pipeline of future leaders within our organization. You’ll need to be agile, ready to learn and have a genuine passion for finding the right talent.

SAP Finance Transformation Sales Lead – Senior Manager

We innovate with SAP to co-create more innovative answers, drawing on our integrated competencies in tax, assurance, transactions and risk, as well as our work in implementing SAP. Together, we help clients provide better outcomes and long-lasting results, from strategy to execution.

On your typical engagement, you will work with key Finance stakeholders to understand their needs and advise on SAP Finance system capabilities.  You will drive the sales process at some of our largest engagements by working closely with client stakeholder and EY SAP capability leaders.

Your key responsibilities

In this role, you will manage and deliver complex processes and solutions while maintaining a strong focus on quality and risk management. You will face challenges that require innovative problem-solving and analytical skills, allowing you to grow your expertise in technology analysis and implementation. Your responsibilities will include:

• Lead large scale Sales pursuits across Consumer Business, Manufacturing, Technology or Industrial Products accounts primarily in the Finance domain
• Identify and generate new business opportunities by understanding EY’s service lines and proactively assessing ways to meet client needs. Collaborate with team members across EY practices to serve client needs.
• Cultivate long-term client relationships across multiple sectors such as Consumer business, Manufacturing, Technology and industrial products clients. Build and maintain relationships with client personnelat all levels including CXO’s to foster collaboration and trust.
• Utilize integrated sales framework to proactively drive large scale SAP pursuits. Incorporate creative solutioning to meet client transformation needs and utilize differentiated client experiences to convert to successful sales.
• Leading engagement delivery and managing client relationships on a daily basis.
• Overseeing program/project management and ensuring engagement economics are met.
• Developing resource plans and budgets for complex engagements.

Skills and attributes for success

To thrive in this role, you will need to demonstrate effective management skills, an understanding of operational and organizational dynamics, and the ability to maintain quality and manage risk.

• Strong technical skills in application functional design and technology business requirements definition.
• Proven ability to analyze and map technology cost-benefit scenarios.
• Expertise in system configuration design and business architecture frameworks.
• Excellent communication skills with the ability to influence and negotiate effectively.
• Oversee EY and client personnel
• Consistently deliver quality client services. Monitor progress, manage risk and ensure key stakeholders are kept informed about progress and expected outcomes.
• Participate in sales pursuits and business development activities

To qualify for the role, you must have

• A Bachelor's degree (Master's preferred)
• 5-7+ years of relevant experience in sales/pursuits
• At least 10+ years of experience working with SAP S4HANA Finance modules
• Strong knowledge of Finance integration with other SAP components (e.g. Supply Chain, Sales & Distribution, etc.)
• Proven track record leading Finance Team on at least two full-cycle SAP implementations
• Working knowledge of SAP Accelerate methodology or similar implementation method
• Strong written and verbal communication, presentation, client service and technical writing skills
• Experience managing an SAP project or workstream and project-based team members.
• Experience operating in hybrid onshore / offshore delivery model
• Knowledge of leading practices, benchmarking, peer company environments and prior advisory experience relevant to industry specific finance and technology functions
• Ability and comfort level researching client inquiries and emerging issues, including regulations, industry practices, and new technologies
• A willingness to travel to meet client needs; travel is estimated at 60+%

Ideally, you’ll also have

• Prior consulting industry experience with Big Four or major SAP SI company
• SAP Certification/s C_TS4FI “Financial Accounting, C_TS4CO “Management Accounting”, E-S4CPE “Implementation consultant”
• Prior industry experience in Finance or Accounting capacity