Alliance SE, Associate Director - ServiceNow - Industrial Products and Aerospace, Defense & Mobility

EY•Hartford, DC

3d•$221,410 - $318,290•Hybrid

About The Position

This market-facing, quota-carrying executive sales leadership role combines three critical capabilities: ServiceNow sales leader, ServiceNow platform subject matter expert, and executive hunter. The successful candidate will create demand where none exists, build executive relationships, and drive net-new growth across Industrial Products and Aerospace, Defense & Mobility clients. You will bring deep expertise across the ServiceNow platform and strong industry depth in industrial products, manufacturing, aerospace, defense, transportation, mobility, supply chain, operations, engineering, and other asset-intensive environments. You will proactively create demand, not respond to it, by identifying whitespace opportunities, shaping transformative conversations, and positioning ServiceNow-powered EY solutions that address complex operational, workforce, cyber, service, and technology challenges. You will also be expected to embed AI-driven thinking and tools into every aspect of the sales role, including prospecting, identifying patterns, qualifying opportunities, orchestrating pursuits, influencing buyers, and accelerating time to close. You will serve as a model for modern, AI-enabled enterprise selling at EY.

Requirements

10+ years of quota-carrying executive-level sales experience in professional services, managed services, technology, and/or enterprise solutions.
6+ years of ServiceNow sales experience, including co-sell and channel-led motions.
Demonstrated success as a net-new business hunter, not solely an account or alliance manager.
Direct experience and success selling to Industrial Products, manufacturing, aerospace, defense, transportation, mobility, or other asset-intensive clients, with deep understanding of industry challenges and transformation drivers.
Deep understanding of IP & ADM market trends, operational priorities, and executive buyer challenges.
Success creating net-new opportunities through executive networking, whitespace identification, and proactive market development.
Experience leading complex pursuits from qualification through close, including pricing, shaping, and competitive positioning.
Deep knowledge of the ServiceNow platform, including workflow automation across IT, operations, risk, customer, and employee domains.
Experience with the broader ServiceNow partner ecosystem and how ServiceNow fits into a multi-vendor technology landscape.
Prior experience selling at a Big Four firm or large global systems integrator.
Exceptional client relationship management and executive communication skills.
Bachelor's degree or equivalent.

Nice To Haves

Technical background or delivery/program leadership experience.
Experience selling large, complex, multi-stakeholder transformation programs.
Strong coaching and mentoring capability.
Proven team-selling experience across alliances and solution teams.
Willingness to travel up to 50%.

Responsibilities

Relentlessly originate net-new pipeline within IP & ADM by identifying unmet needs, emerging priorities, and transformation opportunities.
Drive sales across three core channels: Direct client origination, ServiceNow field-led co-sell motions, and EY account team-led pursuits.
Lead early-stage opportunity identification and qualification, independently shaping pursuits from signal detection through deal maturation.
Create qualified opportunities through executive engagement, whitespace identification, industry insight, and proactive market development.
Independently originate, qualify, and mature opportunities before seeking executive escalation or support.
Maintain rigorous qualification standards and ensure opportunities are pursuit-ready before engaging PPMDs, solution leaders, or alliance leadership.
Act as a trusted partner to ServiceNow IP & ADM field teams, building EY credibility and mindshare across account executives, solution consultants, sales directors, and sales leadership.
Evangelize and position EY ServiceNow-powered offerings and bespoke solutions, including workflow transformation across customer, employee, technology, and operational domains.
Shape joint go-to-market motions and influence ServiceNow investment toward EY-led pursuits.
Build and maintain executive-level relationships across ServiceNow account executives, sales directors, regional leaders, and industry leadership teams.
Co-own strategic ServiceNow sales relationships and drive alignment around sector growth priorities, investment opportunities, and pursuit strategy.
Demonstrate deep understanding of Industrial Products, manufacturing, aerospace, defense, transportation, and mobility organizations, including their most pressing operational, workforce, supply chain, engineering, cyber, service, and transformation challenges.
Translate ServiceNow capabilities into outcomes that resonate with operations, engineering, manufacturing, supply chain, field service, cyber, employee experience, and enterprise technology leaders.
Build executive relationships with clients to position EY as a strategic transformation partner.
Bring industry-specific points of view, competitive intelligence, market trends, and emerging business priorities into client conversations and pursuit strategies.
Maintain deep awareness of operational resilience, manufacturing transformation, asset management, operational technology, cyber, workforce transformation, and AI-enabled operational modernization trends.
Infuse AI into 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, Integration and use of digital sales agents across the sales lifecycle.
Champion AI-enabled EY and ServiceNow solutions with credibility, demonstrating both technical fluency and business impact.
Serve as a role model for modern AI-forward sales execution, helping elevate sales effectiveness across teams.
Bring deep IP & ADM domain and ServiceNow platform expertise, translating that knowledge into enterprise-scale transformations that deliver measurable business outcomes.
Be the face of EY's ServiceNow Alliance within EY's IP & ADM business and the face of EY to ServiceNow IP & ADM teams.
Lead ServiceNow growth strategy within IP & ADM by helping account teams identify, prioritize, and pursue growth opportunities.
Act as the primary ServiceNow advisor to sector leadership, account teams, and strategic client teams.
Coach account teams on ServiceNow growth strategy, pursuit development, and path-to-win approaches.
Envision and activate a multi-alliance ecosystem, helping position EY as the firm that orchestrates partners, platforms, and services to unlock new growth and transformation opportunities for clients.
Orchestrate cross-service-line and cross-functional teams to bring the best of EY to pursuit opportunities.
Coach and influence account teams and peers through active leadership in the market, not authority alone.
Operate as a visible leader across IP & ADM, consistently bringing outside-in market perspective and industry intelligence.