Alliance Sales Executive, Associate Director - Microsoft State & Local Government

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, delivering differentiated value through a deeply client-centric culture.

Responsibilities

• Sales Origination
• Relentlessly originate net-new pipeline within State & Local Government by identifying unmet needs, emerging priorities, and transformation opportunities
• Drive revenue across three core channels: Direct client origination, Microsoft 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
• Microsoft Alliance Leadership
• Act as a trusted partner to Microsoft SLG field teams, evangelizing for EY building credibility and mindshare across account executives, specialists, and solution leadership
• Evangelize and position EY’s Microsoft-powered offerings across Cloud & AI Platforms, AI Business Solutions and Security
• Shape joint go-to-market motions and influence Microsoft investment toward EY-led pursuits
• State & Local Government Sector Impact
• Demonstrate deep understanding of state and local government missions, funding models, procurement cycles, policy drivers, and risk constraints
• Translate Microsoft technology capabilities and EY’s MSFT-powered solutions into outcomes that resonate with public-sector executives, including resiliency, trust, citizen experience, data modernization, cybersecurity, and AI-enabled government
• Build executive relationships across agencies, departments, and jurisdictions to establish 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
• 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
• Deep sector and Microsoft technology expertise, with the ability to translate that knowledge into enterprise-scale transformations that deliver measurable business outcomes
• Be the face of EY’s Microsoft Alliance within EY’s State & Local Government business and the face of EY to Microsoft SLG teams
• 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 selling to State and Local Government clients
• Strong Microsoft ecosystem experience, including co-sell and channel-led motions
• Deep knowledge across Microsoft’s enterprise stack, including:
• Azure & Cloud Platforms
• Data, Analytics & AI
• Cybersecurity
• Power Platform & Low-Code Solutions
• AI Foundry

• 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)

• Ideal 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%