Alliance Sales Executive, Associate Director, Microsoft - Industrial Products & ADM

EY•Des Moines, IA

4d•$221,410 - $254,000

About The Position

The Alliance Sales Executive, Associate Director, Microsoft – Industrial Products & ADM is a market-facing, quota-carrying executive seller responsible for originating net-new opportunities, building pipeline, and closing sales through partnership with Microsoft and direct engagement with Industrial Products and Aerospace, Defense & Manufacturing (IP&ADM) clients. The role combines sales origination, alliance leadership, sector expertise, and AI-enabled selling to help clients address business challenges through Microsoft and EY capabilities in AI, cloud, data, smart manufacturing, cybersecurity, engineering and product lifecycle transformation, supply chain resilience, connected products, and enterprise modernization. The successful candidate develops demand by identifying client priorities and whitespace, independently shaping opportunities from early qualification through deal maturation, and working across direct client origination, Microsoft co-sell motions, and EY account team-led pursuits. They build executive relationships across client functions, connect Microsoft and EY teams, and orchestrate cross-service-line and cross-functional teams to deliver relevant solutions. AI-driven thinking and tools are expected throughout prospecting, opportunity prioritization, pursuit shaping, buyer engagement, and sales execution. The position supports EY’s Microsoft Alliance across the IP&ADM market, advances joint go-to-market priorities, and helps position EY as a trusted transformation partner. The role is expected to contribute to growth across the alliance and demonstrate commercial excellence, sector knowledge, Microsoft technology fluency, and collaborative leadership.

Requirements

10 or more years of quota-carrying sales experience in professional services, consulting, technology, or enterprise solutions.
Demonstrated success as a net-new business hunter and sales producer.
Direct experience selling to Industrial Products and Aerospace, Defense & Manufacturing clients.
Deep understanding of IP&ADM business challenges and transformation priorities.
Experience partnering with Microsoft and participating in co-sell motions.
Deep knowledge of Microsoft Azure and cloud platforms, data and analytics, artificial intelligence, cybersecurity, Power Platform, Dynamics 365, Modern Work, Copilots, and Agents.
Experience navigating complex, multi-stakeholder enterprise sales cycles.
Strong executive relationship management and communication skills.
Bachelor’s degree or equivalent.
Hunter mindset, action orientation, curiosity, and persistence.
Ability to influence senior EY, client, and Microsoft stakeholders with executive presence.
Ability to succeed in a highly matrixed, alliance-driven environment.
Consultative selling approach and ability to act as a trusted advisor.
Strategic ability to connect technology, operations, engineering, supply chain, regulatory requirements, and business outcomes.
Comfort using data and AI insights to guide decisions and storytelling.

Nice To Haves

Big Four consulting or global systems integrator experience.
Experience selling large-scale business and technology transformation programs.
Prior consulting, delivery, or program leadership experience.
Deep understanding of industrial products and aerospace, defense, and manufacturing ecosystems.
Proven team-selling and alliance-selling experience.
Experience integrating AI into business transformation initiatives.
Coaching and mentoring capabilities.
Willingness to travel up to 50%.

Responsibilities

Originate net-new pipeline in Industrial Products and Aerospace, Defense & Manufacturing by identifying unmet needs, emerging priorities, and transformation opportunities.
Drive revenue through direct client origination, Microsoft co-sell motions, and EY account team-led pursuits.
Identify and qualify early-stage opportunities, independently shaping pursuits from initial signals through deal maturation.
Build and maintain a robust sales pipeline and achieve or exceed annual sales targets.
Build trusted relationships with Microsoft IP&ADM field teams and increase EY’s credibility, visibility, and mindshare across Microsoft stakeholders.
Evangelize EY offerings powered by Microsoft across Cloud & AI Platforms, AI Business Solutions, and Security.
Shape joint go-to-market strategies, influence Microsoft investment toward EY-led pursuits, and drive co-sell alignment and executive engagement.
Translate Microsoft technologies and EY solutions into business outcomes for IP&ADM executives.
Build executive relationships across engineering, product development, manufacturing, operations, supply chain, aftermarket services, finance, risk, and technology.
Establish EY as a trusted transformation partner for IP&ADM executives.
Use AI across the sales lifecycle, including account and opportunity analytics, prospecting, prioritization, pattern recognition, storytelling, proposal shaping, pursuit orchestration, and digital sales agents.
Champion AI-enabled EY and Microsoft solutions and model modern, AI-forward sales execution.
Support the Microsoft Services Sector Leader and fellow Microsoft Sales Executives in representing EY’s Microsoft Alliance and advancing joint priorities in the IP&ADM market.
Help activate a multi-alliance ecosystem connecting technology, services, and strategic partnerships.
Orchestrate cross-service-line and cross-functional teams for pursuit opportunities.
Influence account teams, alliance leaders, and pursuit teams through market leadership and collaboration.
Share market insights, industry trends, and leading practices that accelerate alliance growth.