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

About the role

The opportunity is for an IBM Alliance Sales Executive (SE) at EY. This role involves driving and expanding the teaming between IBM Consulting and EY to deliver transformative solutions for clients. The SE will focus on joint services teaming with IBM, building relationships with clients and EY account teams, and advocating for EY within IBM.

Responsibilities

• Deliver against defined sales and pipeline targets
• Build relationships with top priority clients for joint alliance pursuits
• Drive sales directly in the market
• Identify opportunities to deliver complementary offerings spanning multiple service lines, domains, and sectors
• Be a subject matter expert on the alliance program, joint service teaming between EY and IBM Consulting, and the joint EY-IBM value proposition
• Lead pursuits independently through qualification phase if needed
• Primarily focus on external selling, actively engaging with IBM, clients, and EY account and industry leadership

Requirements

• 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 powered business solutions
• A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies
• Outstanding client management and relationship skills, strong executive presence and influencing skills
• Knowledge of EY’s Alliances, products, and services
• Solid understanding of the marketplace/industry, competitive intel, and account information
• Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media
• Strong ability to handle and resolve conflict
• A University/Bachelor’s Degree

Desired Attributes

• IT consulting background
• Experience selling solutions spanning the following IBM Consulting Service Lines: Strategy & Transformation, Business Applications, Finance transformation, Cloud & Data, Business Operations, Cybersecurity
• An advanced degree or MBA
• Delivery management leadership experience
• Joint services experience
• Strong coaching and mentoring skills
• Team selling experience
• Ability to travel