EY Alliance Sales Executive Associate Director 

United States, Illinois, Chicago 

988080114

Your key responsibilities

As an IBM Alliance SE, you’ll be responsible for leading the 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 focused on “Big Deal” hunting through joint services teaming between IBM and EY, identifying opportunities to deliver complementary offerings spanning multiple service lines, domains, and sectors. You’ll be a subject matter expert on the alliance program, joint service teaming between EY and IBM Consulting, and the joint EY-IBM value proposition. You will have expertise and experience in IBM’s Consulting offerings, sales & GTM motions, developing and maintaining relevant alliance partner relationships, and will be 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.

Skills and attributes for success

You’ll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across the leadership team and service lines to drive a coordinated market effort. Possessing natural coaching skills, you’ll inspire others with your actions in the market. You’ll be a trusted advisor to clients, IBM and EY’s account teams, acting in a consultative manner. You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.

To qualify for the role, you must have:

• 8-10+ years of quota carrying sales experience in professional services, solutions and technology
• Direct and alliance channel enterprise sales experience
• Experience selling enterprise solutions across multiple industry sectors, especially Financial Services, Government and Public Sector, Technology and Energy
• Consulting sales and delivery experience working at Big 4 firm, IBM, Accenture, or other GSIs
• Experience in sales pursuit activities (prospecting, discovery, qualification) involving technology powered business solutions
• A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies
• Outstanding client management and relationship skills, strong executive presence and influencing skills
• Knowledge of EY’s Alliances, products, and services
• Solid understanding of the marketplace/industry, competitive intel, and account information
• Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media
• Strong ability to handle and resolve conflict
• A University/Bachelor’s Degree

Ideally, you’ll also have

• IT consulting background
• Experience selling solutions spanning the following IBM Consulting Service Lines:
  • Strategy & Transformation
  • Business Applications
  • Finance transformation
  • Cloud & Data
  • Business Operations
  • Cybersecurity
• An advanced degree or MBA
• Delivery management leadership experience
• Joint services experience
• Strong coaching and mentoring skills
• Team selling experience
• Ability to travel

What we offer you

• 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.