Alliance Sales Executive, Associate Director - IBM Functional SE, IBM Consulting​/Joint Services

Alliance Sales Executive, Associate Director – IBM Functional SE, IBM Consulting/Joint Services

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Location:

Chicago, New York, Atlanta, Stamford, Boston, Hoboken, Iselin, Philadelphia, McLean, Washington, Denver, Dallas, Houston

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 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.

As an IBM Alliance Sales Executive (SE), you will drive and expand the teaming between IBM Consulting and EY to bring our combined capabilities and expertise to deliver transformative solutions for our clients. With a focus on joint services teaming with IBM, 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 Consulting market specifically.

You will build deep relationships with the alliance partner field, advocate and evangelize for EY and be the face of IBM Consulting within EY to our sector and account teams and help expand the EY-IBM Alliance in the US.

• Lead the Alliance sales activity by delivering against defined sales and pipeline targets.
• Build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market.
• Focus on “Big Deal” hunting through joint services teaming between IBM and EY, identifying opportunities to deliver complementary offerings spanning multiple service lines, domains, and sectors.
• Serve as a subject matter expert on the alliance program, joint service teaming between EY and IBM Consulting, and the joint EY-IBM value proposition.
• Leverage expertise and experience in IBM’s Consulting offerings, sales & GTM motions, developing and maintaining relevant alliance partner relationships, and lead pursuits independently through qualification phase if needed.
• Focus on external selling, actively engaging with IBM, your client(s) and EY account and industry leadership.

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.

• 8-10+ years of quota carrying sales experience in professional services, solutions and technology
• Direct and alliance channel enterprise sales experience
• Experience selling enterprise solutions across multiple industry sectors, especially Financial Services, Government and Public Sector, Technology and Energy
• Consulting sales and delivery experience working at Big 4 firm, IBM, Accenture, or other GSIs
• Experience in sales pursuit activities (prospecting, discovery, qualification) involving technology…