Alliance Sales Executive - IBM Industrials & Energy (Raleigh)

EY•Raleigh, NC

29d

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, Industrials & Energy (I&E) 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’ll be part of the one of the fastest growing Global Strategic Alliance organizations within EY and influential in sourcing new business from your personal network, from IBM and Redhat directly, and from within EY. You’ll be a market facing, subject matter expert focused on the IBM Alliance business development strategy, evangelizing the business value of EY solutions (powered by IBM technology) to clients and to Alliance partners. You’ll be involved in identifying and progressing new client opportunities for the I&E markets and sales teams within EY, and crucial in the expansion of the IBM alliance relationship within the United States.

Requirements

10-12 years of quota carrying sales experience in professional services, solutions and technology
Direct enterprise and alliance channel sales experience
Experience selling enterprise solutions to Industrial Products (Advanced Manufacturing, Aerospace and Defence and Mobility) and Energy (P&U and O&G) companies
Services sales experience working at a Big 4 firm. Accenture, IBM or other GSI
Experience teaming with other system integrators around joint services solutions
Knowledge and expertise of IBM technology solutions and platforms
A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies
Expert client management and relationship skills, strong executive presence, and expertise in influencing without authority.
Knowledge of EY’s Alliances, products and services
Solid understanding of the marketplace/industry, competitive intel, and target account profiles information
Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media
Strong sector or technical content expertise
Strong ability to manage and resolve conflict.
A University/bachelor’s degree

Nice To Haves

An advanced degree or MBA
Technical IT background
Delivery management leadership experience
Selling experience with IBM’s recent acquisitions (Redhat, Apptio, SW AG, Hashicorp) solutions
AI solution selling experience, ideally with IBM watsonx products.
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 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 a subject matter expert on the alliance program; IBM powered transformations and solutions and joint EY-IBM value proposition.
You will have expertise and experience in the IBM platform and solutions including but not limited to: Maximo, Apptio, Watson, RedHat, SW AG and Hashicorp, their sales & GTM motions, developing/ maintaining relevant alliance partner relationships and being 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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