EY
Alliance Sales Executive, Associate Director - IBM, Industrials & Energy (I&E)
EY, Houston, Texas, United States, 77246
Alliance Sales Executive, Associate Director - IBM, Industrials & Energy (I&E)
Location: Dallas, Houston, Chicago, Detroit, Atlanta
At EY, we’re all in to shape your future with confidence. We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world.
Alliance Sales Executive, Associate Director – IBM, Industrials & Energy (I&E)
Our Sales & Strategic Pursuits (S&SP) function brings together technology, business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs and opportunities. The S&SP Organization is a catalyst for market-leading growth, shaping and driving an integrated growth strategy across EY’s largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.
The opportunity
As an IBM Alliance Sales Executive (SE), you’ll be part of one of the fastest growing Global Strategic Alliance organizations within EY and influential in sourcing new business from your personal network, from IBM and Redhat directly, and from within EY. You’ll be a market facing, subject matter expert focused on the IBM Alliance business development strategy, evangelizing the business value of EY solutions (powered by IBM technology) to clients and to Alliance partners. You’ll be involved in identifying and progressing new client opportunities for the I&E markets and sales teams within EY, and crucial in the expansion of the IBM alliance relationship within the United States.
Your Key Responsibilities
As an IBM Alliance SE, you’ll be responsible for leading Alliance sales activity by delivering against defined sales and pipeline targets. You’ll build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market. You’ll be a subject matter expert on the alliance program; IBM powered transformations and solutions and joint EY-IBM value proposition. You will have expertise and experience in the IBM platform and solutions including but not limited to: Maximo, Apptio, Watson, RedHat, SW AG and Hashicorp, their sales & GTM motions, developing/maintaining relevant alliance partner relationships and being able to lead pursuits independently through qualification phase if needed. Your time will be primarily focused on external selling, actively engaging with IBM, your client(s) and EY account and industry leadership.
Skills And Attributes For Success
You’ll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across sales teams, leadership teams and industry sector teams to drive a coordinated market effort. Possessing natural coaching skills, you’ll inspire others with your actions in the market. You’ll be a trusted advisor to clients, IBM and EY’s account teams, acting in a consultative manner. You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and grow sales.
To qualify for the role, you must have
10-12 years of quota carrying sales experience in professional services, solutions and technology
Direct enterprise and alliance channel sales experience
Experience selling enterprise solutions to Industrial Products (Advanced Manufacturing, Aerospace and Defense and Mobility) and Energy (P&U and O&G) companies
Services sales experience working at a Big 4 firm. Accenture, IBM or other GSI
Experience teaming with other system integrators around joint services solutions
Knowledge and expertise of IBM technology solutions and platforms
A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies
Expert client management and relationship skills, strong executive presence, and expertise in influencing without authority
Knowledge of EY’s Alliances, products and services
Solid understanding of the marketplace/industry, competitive intel, and target account profiles information
Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media
Strong sector or technical content expertise
Strong ability to manage and resolve conflict
A University/bachelor’s degree
Ideally, you’ll also have
An advanced degree or MBA
Technical IT background
Delivery management leadership experience
Selling experience with IBM’s recent acquisitions (Redhat, Apptio, SW AG, Hashicorp) solutions
AI solution selling experience, ideally with IBM watsonx products
Joint services experience
Strong coaching and mentoring skills
Team selling experience
Ability to travel
What We Look For
Our successful Sales Executives deliver exceptional client service by proactively originating new business, sharing ideas, and bringing innovation to your clients. Additionally, you’ll be digitally connected across your clients’ full ecosystem while collaborating to find or build the right solution tailored to the business needs while challenging their thinking with distinct points of view.
What We Offer You
At EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more.
We are an equal opportunity employer. EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY’s Talent Shared Services Team (TSS) or email the TSS at ssc.customersupport@ey.com.
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At EY, we’re all in to shape your future with confidence. We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world.
Alliance Sales Executive, Associate Director – IBM, Industrials & Energy (I&E)
Our Sales & Strategic Pursuits (S&SP) function brings together technology, business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs and opportunities. The S&SP Organization is a catalyst for market-leading growth, shaping and driving an integrated growth strategy across EY’s largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.
The opportunity
As an IBM Alliance Sales Executive (SE), you’ll be part of one of the fastest growing Global Strategic Alliance organizations within EY and influential in sourcing new business from your personal network, from IBM and Redhat directly, and from within EY. You’ll be a market facing, subject matter expert focused on the IBM Alliance business development strategy, evangelizing the business value of EY solutions (powered by IBM technology) to clients and to Alliance partners. You’ll be involved in identifying and progressing new client opportunities for the I&E markets and sales teams within EY, and crucial in the expansion of the IBM alliance relationship within the United States.
Your Key Responsibilities
As an IBM Alliance SE, you’ll be responsible for leading Alliance sales activity by delivering against defined sales and pipeline targets. You’ll build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market. You’ll be a subject matter expert on the alliance program; IBM powered transformations and solutions and joint EY-IBM value proposition. You will have expertise and experience in the IBM platform and solutions including but not limited to: Maximo, Apptio, Watson, RedHat, SW AG and Hashicorp, their sales & GTM motions, developing/maintaining relevant alliance partner relationships and being able to lead pursuits independently through qualification phase if needed. Your time will be primarily focused on external selling, actively engaging with IBM, your client(s) and EY account and industry leadership.
Skills And Attributes For Success
You’ll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across sales teams, leadership teams and industry sector teams to drive a coordinated market effort. Possessing natural coaching skills, you’ll inspire others with your actions in the market. You’ll be a trusted advisor to clients, IBM and EY’s account teams, acting in a consultative manner. You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and grow sales.
To qualify for the role, you must have
10-12 years of quota carrying sales experience in professional services, solutions and technology
Direct enterprise and alliance channel sales experience
Experience selling enterprise solutions to Industrial Products (Advanced Manufacturing, Aerospace and Defense and Mobility) and Energy (P&U and O&G) companies
Services sales experience working at a Big 4 firm. Accenture, IBM or other GSI
Experience teaming with other system integrators around joint services solutions
Knowledge and expertise of IBM technology solutions and platforms
A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies
Expert client management and relationship skills, strong executive presence, and expertise in influencing without authority
Knowledge of EY’s Alliances, products and services
Solid understanding of the marketplace/industry, competitive intel, and target account profiles information
Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media
Strong sector or technical content expertise
Strong ability to manage and resolve conflict
A University/bachelor’s degree
Ideally, you’ll also have
An advanced degree or MBA
Technical IT background
Delivery management leadership experience
Selling experience with IBM’s recent acquisitions (Redhat, Apptio, SW AG, Hashicorp) solutions
AI solution selling experience, ideally with IBM watsonx products
Joint services experience
Strong coaching and mentoring skills
Team selling experience
Ability to travel
What We Look For
Our successful Sales Executives deliver exceptional client service by proactively originating new business, sharing ideas, and bringing innovation to your clients. Additionally, you’ll be digitally connected across your clients’ full ecosystem while collaborating to find or build the right solution tailored to the business needs while challenging their thinking with distinct points of view.
What We Offer You
At EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more.
We are an equal opportunity employer. EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY’s Talent Shared Services Team (TSS) or email the TSS at ssc.customersupport@ey.com.
#J-18808-Ljbffr