Alliance Sales Executive, Associate Director, Microsoft - Banking and Capital Markets (BCM)

Location: New York City, Jericho, Stamford, Iselin, Hoboken

About the role

EY's Sales & Strategic Pursuits (S&SP) function unites sales leadership, sector insight, technology expertise, and solution depth to drive market-leading growth. As EY's growth catalyst, S&SP shapes and executes integrated go-to-market strategies across priority accounts, industry sectors, and strategic alliances, delivering differentiated value through a deeply client-centric culture.

As a Microsoft Alliance Sales Executive (MSFT SE), you will operate at the front edge of growth for EY's largest and fastest-growing alliance. This is a true sales hunter role focused on originating net-new opportunities, building pipeline, and closing sales through deep partnership with Microsoft and direct engagement with Banking & Capital Markets clients. You will be a market-facing, quota-carrying executive seller with deep expertise across Microsoft's enterprise technology stack and a strong understanding of the Banking & Capital Markets marketplace. You will proactively create demand by identifying emerging client priorities, uncovering whitespace opportunities, and orchestrating transformative conversations that accelerate growth and business transformation. You will leverage the combined strengths of EY and Microsoft to help clients address their most significant business challenges through AI, cloud, data, digital platforms, cybersecurity, digital banking transformation, core banking modernization, payments modernization, wealth and asset management transformation, risk and regulatory compliance, and enterprise modernization. You will also be expected to embed AI-driven thinking and tools into every aspect of your sales role, including how you prospect, identify patterns, prioritize opportunities, shape pursuits, influence buyers, and accelerate time-to-close, serving as a model for modern, AI-enabled enterprise selling at EY.

Responsibilities

Sales Origination

• Relentlessly originate net-new pipeline within the Banking & Capital Markets sectors by identifying unmet business needs, emerging priorities, and transformation opportunities
• Drive sales growth through three core channels: direct client origination, co-sell motions with Microsoft, and EY account team-led pursuits
• Lead early-stage opportunity identification and qualification, independently shaping pursuits from initial signal detection through deal maturation
• Build and maintain a robust sales pipeline with a focus on achieving and exceeding annual sales targets

Microsoft Alliance Leadership

• Serve as a trusted partner to Microsoft FSI field teams, building EY's credibility, visibility, and mindshare across account executives, specialists, industry leaders, and solution leadership
• Evangelize EY's Microsoft-powered offerings across Cloud & AI Platforms, AI Business Solutions, and Security
• Shape joint go-to-market strategies and influence Microsoft investment toward EY-led pursuits
• Drive co-sell alignment and executive-level engagement between EY and Microsoft

Banking & Capital Markets Sector Impact

• Demonstrate deep understanding of Banking & Capital Markets operating models, growth strategies, digital ecosystems, customer expectations, and competitive dynamics
• Understand key sector challenges including core banking modernization, digital banking transformation, payments modernization, capital markets innovation, risk and regulatory compliance, financial crime and fraud prevention, data modernization, operational resilience & cybersecurity, and responsible AI adoption
• Translate Microsoft technologies and EY solutions into outcomes that resonate with BCM executives: revenue growth, customer acquisition and retention, regulatory compliance, fraud mitigation, risk reduction, operational efficiency, cybersecurity, data modernization, and AI-enabled business transformation
• Build executive-level relationships across banking, lending, payments, capital markets, risk, compliance, finance, operations, and technology functions
• Establish EY as a trusted transformation partner for BCM executives

AI‑Enabled Selling & Innovation

• Infuse AI into the full sales lifecycle: account and opportunity analytics, intelligent prospecting and prioritization, pattern recognition across pipeline and buying signals, AI‑supported storytelling, proposal shaping, and pursuit orchestration
• Integrate and leverage digital sales agents across the entire sales lifecycle
• Champion AI‑enabled EY and Microsoft 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

• Bring deep Banking & Capital Markets expertise and Microsoft technology knowledge to client conversations
• Serve as the face of EY's Microsoft Alliance within the Banking & Capital Markets sector and the face of EY to Microsoft BCM/FSI teams
• Help envision and activate a multi-alliance ecosystem that positions EY as the orchestrator of technology, services, and strategic partnerships
• Orchestrate cross-service-line and cross-functional teams to bring the best of EY to each pursuit opportunity
• Influence account teams, alliance leaders, and pursuit teams through active market leadership and collaboration
• Share market insights, industry trends, and leading practices that accelerate growth across the alliance

Skills & Attributes

• Hunter mindset with a strong bias for action, curiosity, and persistence
• Exceptional executive presence with the ability to influence senior EY executives, clients, and Microsoft stakeholders
• Proven ability to navigate and succeed in a highly matrixed, alliance-driven environment
• Consultative selling style — trusted advisor, not transactional seller
• Strategic thinker with the ability to connect technology, policy, funding, and mission outcomes
• Comfortable leveraging data and AI insights to guide decisions and storytelling

Requirements

• 10+ years of quota-carrying sales experience in professional services, consulting, technology, or enterprise solutions
• Demonstrated success as a net-new business hunter and sales producer
• Direct experience selling to Banking & Capital Markets clients
• Deep understanding of BCM business challenges and transformation priorities
• Experience partnering with Microsoft and participating in co-sell motions
• Deep knowledge of Microsoft technologies: Azure & Cloud Platforms, Data & Analytics, Artificial Intelligence, Cybersecurity, Power Platform, Dynamics 365