Functional Alliance Relationship Associate Director: Dell/NVIDIA
About the role
The opportunity involves working within the Alliance and Ecosystem Relationship team to manage top EY alliances, specifically focusing on EY's AI strategy with Dell and Nvidia. The role requires designing campaign strategies, collaborating on alliance components, identifying target accounts, and coordinating with various stakeholders to ensure successful execution.
Responsibilities
- Design Dell and Nvidia AI GTM campaign strategy and campaign program elements
- Collaborate with Alliance team on alliance components of the campaign (relationship map, cadence, governance, contracts, resale, etc)
- Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector and Solution Leader(s)
- Develop messaging and value proposition for campaign including securing alignment and buy-in from the Alliance
- Work with Brand, Marketing and Communication to develop sales collateral, marketing strategy, and other enablement materials as well as coordinate events as appropriate
- Cook up with Internal technology team, the Alliance Practice or Sector and/or the Alliance itself to track development of technical elements (demos and other tech assets)
- Activate each region with internal and external awareness sessions
- Engage with Region Dell Go to Market Leaders to secure region support and identify region leads from EY and Dell and Nvidia to own the sales motion and drive in-market sales efforts
- Incubate target accounts and land sales motion with Alliance Client Executives to expand
- Provide early-stage big deal pre-sales support
- Cadence regions, escalating issues as appropriate
- Oversee campaign governance and sales / pipeline discipline – stand-up of campaign through campaign execution (awareness, financial tracking, account cadence, relationship alignment)
Requirements
- Able to juggle many activities and provide enablement services in the areas of: alliance partner management, business development, marketing, contract management, financial management, content management, governance oversight, operational support, strong relationship building skills and is highly organized
- Understanding of technology and business benefits of relevant alliance partner (Dell, Nvidia) products and solutions (AI)
- Experience in alliance management or business development for technology or professional services company
- Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
- Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues
Attributes for Success
- Able to juggle many activities and provide enablement services in the areas of: alliance partner management, business development, marketing, contract management, financial management, content management, governance oversight, operational support, strong relationship building skills and is highly organized
- Understanding of technology and business benefits of relevant alliance partner (Dell, Nvidia) products and solutions (AI)
- Experience in alliance management or business development for technology or professional services company
- Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
- Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues
Skills
- Able to juggle many activities and provide enablement services in the areas of: alliance partner management, business development, marketing, contract management, financial management, content management, governance oversight, operational support, strong relationship building skills and is highly organized
- Understanding of technology and business benefits of relevant alliance partner (Dell, Nvidia) products and solutions (AI)
- Experience in alliance management or business development for technology or professional services company
- Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
- Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues
Benefits
Base salary range for this role in all geographic locations in the US is $168,700 to $324,800. Base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $202,500 to $369,100. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography.
Pay
The base salary range for this role in all geographic locations in the US is $168,700 to $324,800. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $202,500 to $369,100. 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
The role will require some minimal travel.