Alliance Sales Executive - IBM Functional SE, Automation & IT/Cloud Cost Management (Apptio)

EY • Baltimore, DC

99d • $221,410 - $280,070 • Hybrid

About The Position

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Alliance Sales Executive, Associate Director – IBM Functional SE, Automation & IT/Cloud Cost Management (Apptio)

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), Associate Director focused on Automation & IT/Cloud Cost Management, primarily Apptio, 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/Apptio market specifically. You will build deep relationships with the alliance partner field, advocate and evangelize for EY and be the face of IBM within EY to our sector and account teams and help expand the EY-IBM Alliance in the US.

Your key responsibilities
As an IBM Alliance SE Associate Director, 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 a subject matter expert on the alliance program, IBM automation, ITFM and IT/cloud cost management solutions, and the joint EY-IBM value proposition. You will have expertise and experience in IBM’s technologies, sales & GTM motions, developing/ maintaining relevant alliance partner relationships and 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.

Skills and attributes for success
You’ll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across the leadership team and service lines to drive a coordinated market effort. Possessing natural coaching skills, you’ll inspire others with your actions in the market. You’ll be a trusted advisor to clients, IBM and EY’s account teams, acting in a consultative manner. You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.

What we look for
Our successful Sales Executives deliver exceptional client service by proactively originating new business, sharing ideas, and bringing innovation to our clients. Additionally, you’ll be digitally connected across your clients’ full ecosystem while collaborating to find or build the right solution tailored to the business needs while challenging their thinking with distinct points of view.
What we offer youAt EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more.

Requirements

• 10-12+ years of quota carrying sales experience in professional services, solutions, and technology
• 3+ years of experience selling IBM technology.
• Must have experience specifically with the IBM Apptio solutions.
• Direct and channel Alliance enterprise sales experience
• Experience selling enterprise solutions across multiple industry sectors
• Services sales experience working at Big 4 firm, IBM, Accenture, or other GSIs
• Experience in sales pursuit activities (prospecting, discovery, qualification) involving IBM 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 manage and resolve conflict.
• A University/bachelor’s degree

Nice To Haves

• Finance background
• Technical IT background
• An advanced degree or MBA
• Delivery management leadership experience
• Selling experience with some of IBM’s recent acquisition (Redhat, Apptio, Webmethods, Hashicorp) solutions and watsonx suite.
• Experience selling IBM ALM solutions (Maximo, Tririga, Envizi)
• AI solution selling experience, ideally with IBM watsonx products.
• Joint services experience
• Strong coaching and mentoring skills
• Team selling experience.
• Ability to travel up to 50%

Responsibilities

• leading the Alliance sales activity by delivering against defined sales and pipeline targets
• build relationships with top priority clients for joint alliance pursuits
• drive sales directly in the market
• be a subject matter expert on the alliance program, IBM automation, ITFM and IT/cloud cost management solutions, and the joint EY-IBM value proposition
• have expertise and experience in IBM’s technologies, sales & GTM motions, developing/ maintaining relevant alliance partner relationships and able to lead pursuits independently through qualification phase if needed
• primarily focused on external selling, actively engaging with IBM, your client(s) and EY account and industry leadership.

Benefits

• comprehensive compensation and benefits package where you'll be rewarded based on your performance and recognized for the value you bring to the business
• medical and dental coverage
• pension and 401(k) plans
• a wide range of paid time off options
• flexible vacation policy
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level