GPS - State Local and Education Sales Executive Associate Director - MA/NY

EY • City of Troy, NY

103d • $200,000 - $385,000

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. Our Business Development function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The GPS Sales organization shapes and drives an integrated sales strategy across EY's largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture. As a State Local and Education (SLED) Sales Executive (SE) supporting the Commonwealth of Massachusetts and State of New York in EY’s Government & Public Sector you'll focus on identifying, qualifying, and winning large net-new competitive pursuits. Focus areas include all EY’s capabilities with emphasis on technology solutions. You'll apply your deep understanding of your client's issues and challenges, leveraging the firm's capabilities to originate and drive new business opportunities, increasing revenue, and deepen customer relationships. You'll contribute to the account strategy and relationship development across EY’s Government & Public Sector (GPS) business.

Requirements

• 10-12+ years’ experience as a business development executive.
• A proven record of selling complex technology solutions to 'C' level executives in the SLED space specifically for the State of Massachusetts and/or State of New York.
• Industry relationships with potential teaming partners, alliances, MBE/WBE small businesses, and competitors.
• Outstanding client management and relationship skills, strong executive presence and influencing skills.
• Solid understanding of the marketplace, industry, competitive intelligence, and account information.
• Demonstrated expertise in managing and resolving conflict.
• Bachelor’s Degree

Nice To Haves

• Strong coaching and mentoring skills.
• Team selling experience.

Responsibilities

• Prospecting and lead generation (i.e., demand generation)
• Develop and manage a multi-year sales pipeline.
• Client relationship management.
• Develop compelling win strategies and remain engaged through contract award.
• Sales presentations and sales process management include developing and presenting gate review (i.e., deal enablement) content for the qualification phase.
• Negotiations of teaming agreements with industry partners, ability to support negotiations of terms and conditions.
• Spend approximately 80% of your time actively engaging with your clients.
• Spend approximately 20% of your time on strategy and management initiatives.

Benefits

• Comprehensive compensation and benefits package.
• Base salary range for this job in all geographic locations in the US is $200,000 to $385,000.
• Base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $240,000 to $437,500.
• Medical and dental coverage.
• Pension and 401(k) plans.
• Wide range of paid time off options.
• Flexible vacation policy.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees