EY UK Alliance Sales Director - Databricks Permanent London 

United Kingdom, England, London 

333303916

Expectations of the Role

• Opportunity Origination: Proactively identify and qualify opportunities for collaborative sales pursuits with alliance partners and internal EY teams.
• Product Knowledge: Have and maintain a deep and comprehensive understating of your alliance partner’s product(s) (technically, functionally, and commercially), offerings, and services.
• Solutioning: Support client and pursuit teams to understand the technical options which best address client issues, and which can enhance EY solutions and pursuits.
• Collaboration: Work in close alignment with client account teams, service lines, solution leaders, and your alliance partner to identify opportunities, shape, and position compelling joint offerings. (This may include collaborations with multiple alliance partners.)
• Relationship Development: Build and maintain trusted, credible, and intimate relationships with clients, EY teams and alliance partners.
• Driving the sales cycle: Take ownership of the end-to-end sales cycle — from lead identification to proposal, negotiation, and contracting.
• Joint Value Creation: Drive solution / offering co-creation activities with alliance partner(s), EY pre-sales teams, and service lines ensuring a clear value proposition for the client and commercial benefits for all parties.
• Pipeline Management: Maintain a visible, structured, and actively managed sales pipeline, reporting regularly on progress, risks, and wins via CRM data to SR and Global stakeholders.
• Alliance Governance: Drive, with the support of the team, required governance including Deal registration, deal funding / subsidies / allowances / sponsorships, QBRs, joint marketing plans and events.

Key Responsibilities

• Originate new alliance enabled sales opportunities by leveraging your relationships and client insights.
• Build joint pursuit strategies that align the capabilities of the firm and our alliance partners to client needs.
• Act as the single point of accountability for progressing opportunities through the sales process for EY and alliance partners.
• Coordinate internal and partner teams to develop tailored solutions and articulate compelling business cases.
• Maintain up-to-date knowledge of alliance partner’s technologies and roadmaps to inform opportunity development.
• Develop and share best practices across the partnership sales executives and wider CTO and account teams.
• Contribute to the evolution of our alliances strategy through market intelligence and client feedback.

Key Experience & Skills Required

• Proven track record in B2B solutioning and sales, ideally in professional services or technology-led environments.
• Experience selling in an ecosystem — ideally with or alongside hyperscalers (e.g., Microsoft, AWS, Google) or major SaaS providers (SAP, Microsoft, salesforce, ServiceNow, Oracle).
• Demonstrated ability to originate and close complex deals involving multiple stakeholders.
• Strong understanding of enterprise sales processes, solution selling, and joint value propositions.
• Excellent relationship-building skills with both clients and alliances partners.
• Ability to bring together and drive cross-functional teams in high-pressure, deadline-driven pursuits.
• Strong relationship building, communication and storytelling skills.
• Comfortable operating between two (or more) large, matrixed global organisations.

Preferred Qualifications:

• Sales lifecycle management including origination, shaping and closure.
• An understanding of Enterprise Architecture is advantageous.
• Knowledge of EY or other multi-disciplinary professional services organisations.
• Formal sales training (e.g., Miller Heiman, MEDDIC, Challenger) desirable.
• Experience in technology consulting, digital transformation, or solution integration highly advantageous.

What we offer

We offer a competitive remuneration package where you’ll be rewarded for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development, and with MyReward you can select benefits that suit your needs, covering holidays, health and well-being, insurance, savings and a wide range of discounts, offers and promotions. Plus, we offer:

• Continuous learning : You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you : We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership : We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture : You’ll be embraced for who you are and empowered to use your voice to help others find theirs.