Alliance Sales Executive, Associate Director IBM, Industrials & Energy (I&E)

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 EYs largest accounts industry sectors solutions and services while demonstrating and achieving market leadership through a client centric culture.

The opportunity

Your key responsibilities

As an IBM Alliance SE youll be responsible for leading Alliance sales activity by delivering against defined sales and pipeline targets. Youll build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market. Youll 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

Youll 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 youll inspire others with your actions in the market. Youll be a trusted advisor to clients IBM and EYs account teams acting in a consultative manner. Youll 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 EYs 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/bachelors degree

Ideally youll also have

• An advanced degree or MBA
• Technical IT background
• Delivery management leadership experience
• Selling experience with IBMs 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 youll 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 well develop you with future-focused skills and equip you with world-class experiences. Well empower you in a flexible environment and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learnmore.

• We offer a comprehensive compensation and benefits package where youll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $221410 to $280070 plus participation in an incentive compensation program applicable to Sales Executives. The base salary range for New York City Metro Area Washington State and California (excluding Sacramento) is $265650 to $318290 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education experience knowledge skills and addition our Total Rewards package includes medical and dental coverage pension and 401(k) plans and a wide range of paid time off options.
• Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external client serving roles to work together in person 40-60% of the time over the course of an engagement project or year.
• Under our flexible vacation policy youll decide how much vacation time you need based on your own personal circumstances. Youll also be granted time off for designated 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.

Are you ready to shape your future with confidence Apply today.
EY accepts applications for this position on an on-going basis.

For those living in California please click here for additional information.

EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.

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