EY
Alliance Sales Executive, Associate Director - IBM, Financial Services (FSO)
EY, Charlotte, North Carolina, United States, 28245
Location: New York, Stamford, Hartford, Baltimore, Boston, Hoboken, Iselin, Philadelphia, Charlotte
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, Financial Services (FSO) 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.
The Opportunity As an IBM Alliance FSO Sales Executive (SE), you’ll be part of the 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 FSO markets and sales teams within EY, and be crucial in the expansion of the IBM alliance relationship within the United States.
Your Key Responsibilities
Lead alliance sales activity by delivering against defined sales and pipeline targets.
Build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market.
Serve as a subject matter expert on the alliance program, IBM powered transformations and solutions and joint EY‑IBM value proposition.
Apply expertise and experience in the IBM platform and solutions including Apptio, Watson, RedHat, SW AG and Hashicorp, their sales & GTM motions, developing/maintaining relevant alliance partner relationships and lead pursuits independently through qualification phase if needed.
Focus 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 will 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.
Qualifications
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 Financial Services organizations (Banking, Capital Markets, Insurance and Wealth and Asset Management).
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, preferably 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
Comprehensive compensation and benefits package with performance‑based rewards and incentive compensation for Sales Executives.
Hybrid work model: most external client‑serving roles are expected to work in person 40‑60% of the time.
Flexible vacation policy allowing you to decide how much time off you need, with additional paid holidays, winter/summer breaks, personal/family care and leaves of absence.
Medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
Ready to shape your future with confidence? Apply today. EY accepts applications for this position on an ongoing basis.
EY focuses on high‑ethical standards and integrity, and expects all candidates to demonstrate these qualities.
For candidates living in California, additional information is available.
EY is committed to providing reasonable accommodation to qualified individuals with disabilities, including veterans with disabilities. If you need assistance applying online or an accommodation during any part of the application process, please call 1‑800‑EY‑HELP3 or email ssc.customersupport@ey.com.
EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.
#J-18808-Ljbffr
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, Financial Services (FSO) 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.
The Opportunity As an IBM Alliance FSO Sales Executive (SE), you’ll be part of the 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 FSO markets and sales teams within EY, and be crucial in the expansion of the IBM alliance relationship within the United States.
Your Key Responsibilities
Lead alliance sales activity by delivering against defined sales and pipeline targets.
Build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market.
Serve as a subject matter expert on the alliance program, IBM powered transformations and solutions and joint EY‑IBM value proposition.
Apply expertise and experience in the IBM platform and solutions including Apptio, Watson, RedHat, SW AG and Hashicorp, their sales & GTM motions, developing/maintaining relevant alliance partner relationships and lead pursuits independently through qualification phase if needed.
Focus 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 will 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.
Qualifications
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 Financial Services organizations (Banking, Capital Markets, Insurance and Wealth and Asset Management).
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, preferably 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
Comprehensive compensation and benefits package with performance‑based rewards and incentive compensation for Sales Executives.
Hybrid work model: most external client‑serving roles are expected to work in person 40‑60% of the time.
Flexible vacation policy allowing you to decide how much time off you need, with additional paid holidays, winter/summer breaks, personal/family care and leaves of absence.
Medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
Ready to shape your future with confidence? Apply today. EY accepts applications for this position on an ongoing basis.
EY focuses on high‑ethical standards and integrity, and expects all candidates to demonstrate these qualities.
For candidates living in California, additional information is available.
EY is committed to providing reasonable accommodation to qualified individuals with disabilities, including veterans with disabilities. If you need assistance applying online or an accommodation during any part of the application process, please call 1‑800‑EY‑HELP3 or email ssc.customersupport@ey.com.
EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.
#J-18808-Ljbffr