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

About the role

Our Alliance Sales Executive, Associate Director – IBM Functional SE, IBM Consulting/Joint Services role is designed to drive and expand the teaming between IBM Consulting and EY to bring our combined capabilities and expertise to deliver transformative solutions for our clients. This role requires a focus on joint services teaming with IBM, with responsibilities including driving the pursuit of new business, managing alliance partner pipelines, and selling EY’s services to clients.

Responsibilities

• Deliver against defined sales and pipeline targets
• Build relationships with top priority clients for joint alliance pursuits
• Drive sales directly in the market
• Lead the Alliance sales activity by delivering against defined sales and pipeline targets
• Build relationships with IBM, clients, and EY account and industry leadership
• Lead pursuit activities involving technology-powered business solutions
• Develop and maintain relevant alliance partner relationships
• Lead pursuits independently through qualification phase if needed

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 firms, IBM, Accenture, or other GSI's
• 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
• Solid understanding of the marketplace/industry, competitive intelligence, 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
• Experience selling solutions spanning the following IBM Consulting Service Lines: Strategy & Transformation, Business Applications, Finance Transformation, Cloud & Data, Business Operations, Cybersecurity, Delivery Management Leadership Experience, Joint Services Experience, Strong Coaching and Mentoring Skills, Team Selling Experience, Ability to Travel

Qualifications

• Experience in IBM’s Consulting offerings and sales & GTM motions
• Expertise and experience in IBM’s Consulting offerings, sales & GTM motions, developing and maintaining relevant alliance partner relationships, and leading pursuits independently through qualification phase if needed

Skills and Attributes

• Thriving in a matrixed organization, balancing the needs of the client against business initiatives and goals
• Possessing natural coaching skills, inspiring others with your actions in the market
• Being a trusted advisor to clients, IBM, and EY’s account teams, acting in a consultative manner
• Being the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth
• Developing and building networks to connect with colleagues across the leadership team and service lines to drive a coordinated market effort

Benefits

At EY, we offer a comprehensive compensation and benefits package where you'll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $221,410 to $280,070 plus participation in an incentive compensation program applicable to Sales Executives. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $265,650 to $318,290 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.

Pay

The base salary range for this job in all geographic locations in the US is $221,410 to $280,070 plus participation in an incentive compensation program applicable to Sales Executives. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $265,650 to $318,290 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography.

Schedule

We expect 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. We also offer a flexible vacation policy where you can decide how much vacation time you need based on your personal circumstances. You'll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

What We Offer

• Comprehensive compensation and benefits package
• Flexible vacation policy
• Medical and dental coverage
• Pension and 401(k) plans
• Wide range of paid time off options

What We Look For

• Exceptional client service by proactively originating new business, sharing ideas, and bringing innovation to our clients
• Digital connectivity across clients' full ecosystems while collaborating to find or build the right solution tailored to the business needs
• Empowerment in a flexible environment
• Fuel for your extraordinary talents in a diverse and inclusive culture of globally connected teams

Join Us

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.