Functional Alliance Relationship Associate Director - Dell/NVIDIA

EY•Raleigh, DC

29d•$168,700 - $369,100•Hybrid

About The Position

EY has curated a dynamic ecosystem of Alliance and Ecosystem relationships which creates new forms of customer value to help our clients rapidly and digitally transform. Our ecosystem consists of more than 100 relationships which allow us to provide a wide range of collaborative opportunities and solutions to our clients. We help them tap into the latest technologies to achieve transformational outcomes and be more agile, innovative, resilient and better equipped to respond to disruptive change. Alliances are a critical aspect of the go-to market strategy for the firm. To achieve our revenue targets, we have identified the priority go to market focus areas for each of the alliance. The priority areas are the most strategic programs for the EY Strategic Alliances and are intended to drive revenue at scale. For Dell/Nvidia, the Global Functional Alliance Relationship Associate Director (ARD) will focus on EY’s AI strategy with EY, including AI strategy and program definition, execution of firm-wide activation sessions and on-going collaboration with Dell & Nvidia to drive the joint go to market. Activities may include creation of sales enablement messaging, identification of the initial target accounts, cadencing key leaders, escalating issues as appropriate and prepare business review materials with analytics/insights.

Requirements

Able to juggle many activities and provide enablement services in the areas of: alliance partner management, business development, marketing, contract management, financial management, content management, governance oversight, operational support, strong relationship building skills and is highly organized
Understanding of technology and business benefits of relevant alliance partner (Dell, Nvidia) products and solutions (AI)
Experience in alliance management or business development for technology or professional services company
Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues

Nice To Haves

Experience and evidence of success in building and nurturing win-win alliance relationships
We’re looking for a seasoned go to market or alliance professional who can build strong relationships with internal and external stakeholders and bring creativity, and consistent quality to this critical part of the business for EY.
Comfortable working with others within EY with unique personalities, cultures and working styles and can adapt your approach to best interact
Comfortable escalating complex issues with recommendations to leadership
Strong organizational skills and ability to multi-task in support of multiple projects at a time

Responsibilities

Design Dell and Nvidia AI GTM campaign strategy and campaign program elements
Collaborate with Alliance team on alliance components of the campaign (relationship map, cadence, governance, contracts, resale, etc)
Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector and Solution Leader(s)
Develop messaging and value proposition for campaign including securing alignment and buy-in from the Alliance
Work with Brand, Marketing and Communication to develop sales collateral, marketing strategy, and other enablement materials as well as coordinate events as appropriate.
Coordinate with Internal technology team, the Alliance Practice or Sector and/or the Alliance itself to track development of technical elements (demos and other tech assets)
Activate each region with internal and external awareness sessions
Engage with Region Dell Go to Market Leaders to secure region support and identify region leads from EY and Dell and Nvidia to own the sales motion and drive in-market sales efforts
Incubate target accounts and land sales motion with Alliance Client Executives to expand
Provide early-stag big deal pre-sales support
Cadence regions, escalating issues as appropriate
Oversee campaign governance and sales / pipeline discipline – stand-up of campaign through campaign execution (awareness, financial tracking, account cadence, relationship alignment)