Alliance Manager - Associate Director

EY•Austin, TX

13d•$165,700 - $372,900•Hybrid

About The Position

EY has curated a dynamic ecosystem of Alliance and Ecosystem relationships which creates new forms of customer value to help our clients rapidly and digitally transform. Our ecosystem consists of more than 100 relationships which allow us to provide a wide range of collaborative opportunities and solutions to our clients. We help them tap into the latest technologies to achieve transformational outcomes and be more agile, innovative, resilient, and better equipped to respond to disruptive change. Alliances are a critical aspect of the go-to-market strategy for the firm. To achieve our revenue targets, we have identified priority go-to-market focus areas for each alliance. These priority areas are the most strategic programs for EY Strategic Alliances and are intended to drive revenue at scale. The Cyber Alliance Relationship Associate Director is responsible for working with EY alliance and sales teams to manage the day-to-day aspects of the alliance relationship, including relationship collaboration and governance, alliance program oversight, contracts and compliance management, sales and pipeline discipline, and performance intelligence. This is a strong opportunity to work across EY service lines, sectors, regions, and Cyber leadership to help activate alliance-led growth.

Requirements

10+ years of related experience, including experience in alliance management, business development, technology, cybersecurity, or professional services.
Ability to manage many activities while providing enablement across relationship management, governance oversight, marketing strategy, contract management, financial management, content management, operational support, and compliance.
Strong understanding of cybersecurity technology, alliance partner solutions, and the business benefits of relevant alliance partner products and services.
Demonstrated experience managing sales motions, pipeline development, account activation, and revenue-generating campaigns.
Experience and evidence of success in building and nurturing win-win alliance relationships across complex stakeholder groups.
Strong networking and influence management skills, with the ability to drive actions to outcomes across organizational boundaries.
Highly credible communicator with excellent organization and project management skills and a proven track record delivering alliance sales and revenue growth.
Strong ability to synthesize performance data, financial reporting, market signals, and field feedback into actionable insights for leadership.

Nice To Haves

Experience working with cybersecurity alliance partners and activating joint go-to-market motions across regions, accounts, sectors, and service lines.
Experience developing alliance business plans, governance cadences, sales enablement, executive briefings, and business reviews.
Comfort engaging with internal and external senior stakeholders, including Cyber leadership, alliance executives, sales teams, partner operations, marketing, and account teams.

Responsibilities

Execute Cyber alliance strategy, objectives, annual business priorities, and go-to-market program elements.
Manage the joint pipeline and drive sales campaigns to generate new business, including sales discipline, account cadence, and opportunity tracking.
Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector leaders, Solution leaders, and account teams.
Develop alliance messaging and value propositions, securing alignment and buy-in across Cyber leadership, alliance teams, and partner stakeholders.
Facilitate top-to-top relationships and program management to mobilize strategic bets, accelerate field engagement, and drive action through governance activities.
Drive results through disciplined, industrialized governance with clear accountability across service lines, practices, sectors, accounts, regions, and alliance partner counterparts.
Execute U.S. business reviews and escalating issues with recommendations as appropriate.
Gain access to partner programs, coordinating with Partner Operations to secure required approvals and maintain compliance.
Deploy Cyber partner programs, including local activation, internal and external awareness sessions, and compliance with required program obligations.
Deliver alliance intelligence with complete and accurate financial reporting, impact and influence tracking, sales insights, and performance analytics.
Collaborate with Brand, Marketing and Communications to define marketing messaging, sales collateral, campaigns, events, and enablement materials.
Coordinate with internal technology teams, Cyber practices, sector teams, and alliance partners to track development of demos, technical assets, and other sales enablement materials.
Provide early-stage big-deal pre-sales support and help incubate target accounts with Alliance Client Executives and broader account teams.
Contribute to the Global Alliance and Ecosystem Relationship network through content, knowledge sharing, market insights, and best practices.