Alliance Sales Executive, Associate Director - ServiceNow - Federal and State & Local
About The Position
About Sales & Strategic Pursuits (S&SP) EY’s Sales & Strategic Pursuits (S&SP) function unites sales leadership, sector insight, technology expertise, and solution depth to drive market‑leading growth. As EY’s growth catalyst, S&SP shapes and executes integrated go‑to‑market strategies across priority accounts, industry sectors, and strategic alliances—delivering differentiated value through a deeply client‑centric culture. The Opportunity 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
Benefits
- comprehensive compensation and benefits package
- participation in an incentive compensation program applicable to Sales Executives
- medical and dental coverage
- pension and 401(k) plans
- wide range of paid time off options
- flexible vacation policy
- designated EY Paid Holidays
- Winter/Summer breaks
- Personal/Family Care
- other leaves of absence
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
