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

Ernst & Young LLP•Chicago, IL

52d•$221,410 - $280,070

About The Position

At EY, we're all in to shape your future with confidence. We'll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world. Alliance Sales Executive, Associate Director - IBM Functional SE, IBM Consulting/Joint Services 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. The opportunity 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

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.

Benefits

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.
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.

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