Alliance Sales Executive, Associate Director - Databricks, Industrials & Energy

About the role

EY’s Sales & Strategic Pursuits (S&SP) function drives market-leading growth by uniting sales leadership, sector insight, technology expertise, and solution depth. As EY’s growth catalyst, S&SP shapes and executes integrated go-to-market strategies across priority accounts, industry sectors, and strategic alliances.

Responsibilities

• Sales Origination
• Relentlessly originate net-new pipeline within Industrial Products & Energy by identifying unmet needs, emerging priorities, and transformation opportunities
• Drive revenue across three core channels: direct client origination, Databricks 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
• Databricks Alliance Leadership
• Act as a trusted partner to Databricks IP&E field teams, evangelizing for EY by building credibility and mindshare across account executives, solution architects, and sales leadership
• Evangelize and position EY’s Databricks-powered offerings and bespoke solutions to meet client needs and market demand
• Shape joint go-to-market motions and influence Databricks investment toward EY-led pursuits
• Industrial Products & Energy Industry Impact
• Demonstrate deep understanding of the most pressing challenges facing industrial and energy organizations, including operational efficiency, asset reliability, safety, sustainability, supply chain resilience, and regulatory compliance
• Translate Databricks capabilities into outcomes that resonate with IP&E executives, including predictive maintenance, asset performance management, energy transition and decarbonization analytics, smart manufacturing, grid modernization, industrial data modernization, and AI-driven operations
• Build executive relationships with clients to position EY as a strategic transformation partner
• AI-Enabled Selling & Innovation
• 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
• Integrating and leveraging digital sales agents across the entire sales lifecycle
• Champion AI-enabled EY and Databricks 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
• Market Leadership & Collaboration
• Deep IP&E sector and Databricks technology expertise, with the ability to translate that knowledge into enterprise-scale transformations that deliver measurable business outcomes
• Be the face of EY’s Databricks Alliance within Industrial Products & Energy and the face of EY to Databricks IP&E teams
• This role requires an individual who can 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

Qualifications

• 10+ years of quota-carrying sales experience in professional services, technology, and/or enterprise solutions
• Demonstrated success as a net-new business hunter, not solely an account or alliance manager
• Direct experience and success selling to Industrial Products and Energy clients, with deep understanding of industry challenges and transformation drivers
• Strong Databricks ecosystem experience, including co-sell and channel-led motions
• Deep knowledge of the Databricks platform
• Experience with the broader Databricks partner ecosystem and how Databricks fits into a multi-vendor 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)

Preferred Qualifications

• 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%

Benefits

To qualify, you must have 10+ years of quota-carrying sales experience in professional services, technology, and/or enterprise solutions. You must demonstrate success as a net-new business hunter, not solely an account or alliance manager. You must have direct experience and success selling to Industrial Products and Energy clients, with deep understanding of industry challenges and transformation drivers. You must have strong Databricks ecosystem experience, including co-sell and channel-led motions. You must have deep knowledge of the Databricks platform. You must have experience with the broader Databricks partner ecosystem and how Databricks fits into a multi-vendor landscape. Prior experience selling at a Big Four firm or large global systems integrator is preferred. Exceptional client relationship management and executive communication skills are required. A bachelor’s degree (or equivalent) is preferred.