Alliance Sales Executive, Associate Director - IBM Functional SE, IBM Consulting/Joint Services

EY•Atlanta, DC

77d•$221,410 - $318,290•Hybrid

About The Position

Our Sales & Strategic Pursuits (S&SP) function brings together technology, business, sector and account knowledge, along with EY competencies and solutions, to meet unique client needs and opportunities. The S&SP Organization is a catalyst for market-leading growth, shaping and driving an integrated growth strategy across EY’s largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture. As an IBM Alliance Sales Executive (SE), you will drive and expand the teaming between IBM Consulting and EY to bring our combined capabilities and expertise to deliver transformative solutions for our clients. With a focus on joint services teaming with IBM, you’ll be relentless in driving the pursuit of new business, driving alliance partner pipeline and sales for EY by originating deals across three channels: clients, the IBM field teams and EY account teams. You’ll be a market facing, experienced seller and subject matter expert focused on the overall Alliance sales strategy generally and the IBM Consulting market specifically. You will build deep relationships with the alliance partner field, advocate and evangelize for EY and be the face of IBM Consulting within EY to our sector and account teams and help expand the EY-IBM Alliance in the US.

Requirements

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

Nice To Haves

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

Responsibilities

Leading the Alliance sales activity by delivering against defined sales and pipeline targets.
Building relationships with top priority clients for joint alliance pursuits and driving sales directly in the market.
Focusing 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.
Acting as a subject matter expert on the alliance program, joint service teaming between EY and IBM Consulting, and the joint EY-IBM value proposition.
Developing and maintaining relevant alliance partner relationships.
Leading pursuits independently through qualification phase if needed.
Primarily focusing on external selling, actively engaging with IBM, clients, and EY account and industry leadership.