Functional Alliance Relationship Associate Director: Dell/NVIDIA

About the role

The opportunity involves managing alliance partnerships and driving digital transformation initiatives for clients, particularly focusing on EY's AI strategy with Dell and Nvidia.

Responsibilities

• Design and execute Dell and Nvidia AI GTM campaign strategy and 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)
• Create messaging and value proposition for campaign including securing alignment and buy-in from the Alliance
• Develop sales collateral, marketing strategy, and other enablement materials as well as coordinate events as appropriate
• Coordinate 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
• Hightly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues

Skills and Attributes

• 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
• Hightly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues