Alliance Manager - Associate Director

Location: New York City, Austin, Dallas, Houston, Chicago, Los Angeles, San Francisco

About the role

At EY, we’re shaping your future with confidence by helping you succeed in a globally connected powerhouse of diverse teams. Join EY and help build a better working world. EY has curated a dynamic ecosystem of Alliance and Ecosystem relationships, creating new forms of customer value to help clients rapidly and digitally transform. Our ecosystem consists of over 100 relationships, enabling collaborative opportunities and solutions for clients to tap into the latest technologies, achieving transformational outcomes and becoming more agile, innovative, resilient, and better equipped to respond to disruptive change.

Alliances are critical to EY’s go-to-market strategy. The Cyber Alliance Relationship Associate Director will work with EY alliance and sales teams to manage the day-to-day aspects of the alliance relationship, including collaboration and governance, program oversight, contracts and compliance, sales and pipeline discipline, and performance intelligence. This role offers the opportunity to work across EY service lines, sectors, regions, and Cyber leadership to activate alliance-led growth.

Responsibilities

• Execute Cyber alliance strategy, objectives, annual business priorities, and go-to-market program elements.
• Manage the joint pipeline and drive sales campaigns to generate new business, including sales discipline, account cadence, and opportunity tracking.
• Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector leaders, Solution leaders, and account teams.
• Develop alliance messaging and value propositions, securing alignment and buy-in across Cyber leadership, alliance teams, and partner stakeholders.
• Facilitate top-to-top relationships and program management to mobilize strategic bets, accelerate field engagement, and drive action through governance activities.
• Drive results through disciplined, industrialized governance with clear accountability across service lines, practices, sectors, accounts, regions, and alliance partner counterparts.
• Execute U.S. business reviews and escalate issues with recommendations as appropriate.
• Gain access to partner programs, coordinating with Partner Operations to secure required approvals and maintain compliance.
• Deploy Cyber partner programs, including local activation, internal and external awareness sessions, and compliance with required program obligations.
• Deliver alliance intelligence with complete and accurate financial reporting, impact and influence tracking, sales insights, and performance analytics.
• Collaborate with Brand, Marketing and Communications to define marketing messaging, sales collateral, campaigns, events, and enablement materials.
• Coordinate with internal technology teams, Cyber practices, sector teams, and alliance partners to track development of demos, technical assets, and other sales enablement materials.
• Provide early-stage big-deal pre-sales support and help incubate target accounts with Alliance Client Executives and broader account teams.
• Contribute to the Global Alliance and Ecosystem Relationship network through content, knowledge sharing, market insights, and best practices.

Requirements

• 10+ years of related experience, including experience in alliance management, business development, technology, cybersecurity, or professional services.
• Ability to manage multiple activities while providing enablement across relationship management, governance oversight, marketing strategy, contract management, financial management, content management, operational support, and compliance.
• Strong understanding of cybersecurity technology, alliance partner solutions, and the business benefits of relevant alliance partner products and services.
• Demonstrated experience managing sales motions, pipeline development, account activation, and revenue-generating campaigns.
• Experience and evidence of success in building and nurturing win-win alliance relationships across complex stakeholder groups.
• Strong networking and influence management skills, with the ability to drive actions to outcomes across organizational boundaries.
• Highly credible communicator with excellent organization and project management skills and a proven track record delivering alliance sales and revenue growth.
• Strong ability to synthesize performance data, financial reporting, market signals, and field feedback into actionable insights for leadership.

Qualifications

• Experience working with cybersecurity alliance partners and activating joint go-to-market motions across regions, accounts, sectors, and service lines.
• Experience developing alliance business plans, governance cadences, sales enablement, executive briefings, and business reviews.
• Comfort engaging with internal and external senior stakeholders, including Cyber leadership, alliance executives, sales teams, partner operations, marketing, and account teams.

Skills

• A seasoned go-to-market or alliance professional who can build strong relationships with internal and external stakeholders and bring creativity, judgment, and consistent quality.
• A self-starter who can work independently while communicating progress, risks, and challenges with the broader team.
• Outcome-focused, business-builder mindset with strong sales orientation and growth discipline.
• Ability to manage and properly escalate complex issues with recommendations to leadership.
• Comfortable working with diverse personalities, cultures, and working styles, adapting approach to drive outcomes.
• Strong organizational skills and ability to multi-task in support of multiple projects.

Benefits

We offer a competitive total rewards package where you’ll be recognized for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development.

• Medical and dental coverage.
• Pension and 401(k) plans.
• Flexible vacation policy, allowing you to decide how much vacation time you need based on personal circumstances.
• Designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence to support your well-being.

Pay

The base salary range for this job in all geographic locations in the US is $165,700 to $328,100. The base salary range for New York City Metro Area, Washington State, and California (excluding Sacramento) is $198,900 to $372,900. Individual salaries are determined by factors including education, experience, knowledge, skills, and geography.

Schedule

Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client-serving roles to work together in person 40-60% of the time over the course of an engagement, project, or year. The role may require some travel, aligned to alliance priorities, field activation, executive governance, and key partner or client engagement needs.