Alliance Sales Executive, Associate Director - ServiceNow - Federal and State & Local

EY•Baltimore, DC

1d•Hybrid

About The Position

As a ServiceNow Alliance Sales Executive (SN SE), you will operate at the front edge of growth for one of EY’s most strategic alliances. This is a true sales hunter role—focused on originating net‑new qualified opportunities, building pipeline, and closing revenue through deep partnership with ServiceNow and direct engagement with Federal and State & Local Government (SLED) clients. You will be a market‑facing, quota‑carrying executive seller with deep expertise across the ServiceNow platform and GPS solution portfolio, including Customer Experience (CX), Mission Operations, Case Management, Cyber / Security Operations, and AI‑enabled workflows. You will proactively create demand—identifying whitespace opportunities, shaping transformative conversations, and positioning ServiceNow‑powered EY solutions that address the most complex public sector mission and operational challenges. You will also be expected to embed AI‑driven selling into every aspect of your role—how you prospect, identify patterns, qualify opportunities, orchestrate pursuits, influence buyers, and accelerate time‑to‑close—serving as a model for modern, AI‑enabled enterprise selling at EY.

Requirements

10+ years of quota‑carrying enterprise sales experience in professional services, technology, or platforms
6+ years of ServiceNow sales experience, including co‑sell and channel‑led motions
Demonstrated success originating net‑new government business, not purely account coverage
Direct experience selling to Federal and/or SLED clients
Deep knowledge of ServiceNow capabilities across: CX / CSM and constituent services, Case & program management, Mission workflow automation, Security Operations (SecOps), AI‑enabled and intelligent workflows
Experience with the broader ServiceNow partner ecosystem and how ServiceNow fits into a multi-vendor landscape
Big Four or large SI selling experience
Exceptional executive communication and stakeholder management skills
Proven sales hunter mindset with persistence, creativity, and urgency
Strong executive presence with the ability to influence senior government, EY, and ServiceNow leaders
Comfortable navigating complex, matrixed, alliance‑driven environments
Consultative, mission‑oriented selling style
Strategic thinker who connects workflow technology, AI, policy, funding, and mission outcomes
Data‑ and AI‑literate, using insights to shape strategy and storytelling

Nice To Haves

EY Alliance Sales Executives are growth creators and market shapers. You proactively create demand and shape pursuits—helping government clients re‑imagine service delivery, mission execution, security, and trust through ServiceNow‑powered, AI‑enabled transformation.
You are digitally fluent, mission‑driven, and deeply connected across your clients’ technology landscapes, elevating conversations from systems and workflows to measurable public outcomes and long‑term value.

Responsibilities

Relentlessly originate net‑new pipeline within Federal and SLED accounts by identifying mission gaps, operational pain points, and modernization opportunities
Drive sales across three core channels: Direct client origination, ServiceNow GPS field‑led co‑sell motions, EY account team‑led pursuits
Lead early‑stage opportunity identification and qualification, independently shaping pursuits from signal detection through deal maturation
Act as a trusted partner to ServiceNow GPS field teams, building credibility and mindshare across account executives, solution consultants, specialists, and sales leadership
Evangelize and position EY’s ServiceNow‑powered GPS offerings, including: Constituent and citizen CX transformation, Mission operations and workflow automation, Case and program management at scale, Cybersecurity and Security Operations (SecOps) workflows, AI‑enabled and agentic service delivery
Shape joint go‑to‑market motions and influence ServiceNow investment toward EY‑led GPS pursuits
Demonstrate deep understanding of Federal and SLED environments, including funding and appropriations, procurement vehicles, compliance and policy drivers, security constraints, and mission accountability
Translate ServiceNow platform capabilities into outcomes that resonate with public sector executives, such as: Improved constituent and citizen experience (CX), Faster, more resilient mission operations, Scalable case and benefits management, Integrated cyber and security operations, Responsible, governed AI adoption at mission scale
Build trusted executive relationships to position EY as a long‑term transformation and orchestration partner
Infuse AI across the full sales lifecycle, including: Account and opportunity analytics, Intelligent prospecting and prioritization, Pattern recognition across pipeline and buying signals, AI‑supported storytelling, proposal shaping, and pursuit orchestration, Leveraging agentic and digital sales assistants to accelerate pursuits
Champion AI‑enabled EY and ServiceNow GPS solutions, demonstrating technical credibility, governance discipline, and mission impact
Serve as a role model for modern, AI‑forward public sector selling at scale
Deep GPS domain knowledge and ServiceNow workflow platform expertise, with the ability to convert both into enterprise‑scale government transformations
Serve as the face of EY’s ServiceNow Alliance within GPS, and the face of EY to ServiceNow’s Federal and SLED leadership
Envision and activate a multi‑alliance ecosystem, positioning EY as the orchestrator of platforms, partners, and services delivering mission outcomes
Orchestrate cross‑service‑line and cross‑functional teams to bring the best of EY to pursuit opportunities
Influence and coach peers and account teams through market leadership—not authority alone
Contributes sales expertise during the entire sales lifecycle to include RFPs/proposals
Continuously brings competitive, market, and partner intelligence to shape win strategies
Maintains rigorous forecast and pipeline discipline (services and NNACV)
Ensures opportunities are well‑qualified, documented, and executive‑ready
Leads pricing, pursuit, and deal‑shaping discussions in partnership with account and delivery leaders