GPS - State Local and Education (SLED) Sales Executive Associate Director - MA

About the role

The opportunity is to support the Commonwealth of Massachusetts in EY’s Government & Public Sector as a State Local and Education (SLED) Sales Executive (SE).

Responsibilities

• Prospecting and lead generation (i.e., demand generation)
• Develop and manage a multi-year sales pipeline.
• Client relationship management.
• Develop compelling win strategies and remain engaged through contract award.
• Sales presentations and sales process management include developing and presenting gate review (i.e., deal enablement) content for the qualification phase.
• Negotiations of teaming agreements with industry partners, ability to support negotiations of terms and conditions.
• Spend approximately 80% of your time actively engaging with your clients.
• Spend approximately 20% of your time on strategy and management initiatives.

Skills and attributes for success

• Thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals.
• Develop and build networks to connect with colleagues across the leadership team and service lines to drive a coordinated market effort.
• Inspire others with your actions in the market as a trusted advisor to the EY account lead (GCSP) and the account team, acting in a consultative manner.
• Pull stakeholders together to drive strategic initiatives and enable revenue growth.

Qualifications

• 10-12+ years’ experience as a business development executive.
• A proven record of selling complex technology solutions to "C" level executives in the SLED space specifically for the State of Massachusetts.
• Industry relationships with potential teaming partners, alliances, MBE/WBE small businesses, and competitors.
• Outstanding client management and relationship skills, strong executive presence and influencing skills.
• Solid understanding of the marketplace, industry, competitive intelligence, and account information.
• Demonstrated expertise in managing and resolving conflict.
• Bachelor’s Degree.

Desired Qualifications

• Strong coaching and mentoring skills.
• Team selling experience.

What we look for

The ideal candidate will adeptly navigate complex sales cycles, engaging with multiple client stakeholders to drive successful outcomes. The ability to provide insightful input on sales strategies and contribute to shaping our go-to-market approach is essential, ensuring that our team remains competitive and aligned with market demands.

What we offer you

• 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.
• We provide a flexible vacation policy where you’ll decide how much vacation time you need based on your own personal circumstances.
• We offer a team-led and leader-enabled hybrid model where most people in external, client serving roles work together in person 40-60% of the time over the course of an engagement, project or year.
• We provide a wide range of paid time off options including 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.