Alliance Sales Executive IBM Functional SE, Automation & ITCloud Cost Management (Apptio)

Alliance Sales Executive Associate Director IBM Functional SE Automation & IT/Cloud Cost Management (Apptio)

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

As an IBM Alliance Sales Executive (SE) Associate Director focused on Automation & IT/Cloud Cost Management primarily Apptio youll be relentless in driving the pursuit of new business driving alliance partner pipeline and sales for EY by originating deals across three channels: clients the IBM field teams and EY account teams. Youll be a market facing experienced seller and subject matter expert focused on the overall Alliance sales strategy generally and the IBM/Apptio market specifically. You will build deep relationships with the alliance partner field advocate and evangelize for EY and be the face of IBM within EY to our sector and account teams and help expand the EY-IBM Alliance in the US.

Your key responsibilities

As an IBM Alliance SE Associate Director youll be responsible for leading the 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 automation ITFM and IT/cloud cost management solutions and the joint EY-IBM value proposition. You will have expertise and experience in IBMs technologies sales & GTM motions developing/ maintaining relevant alliance partner relationships and 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 the leadership team and service lines 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 enable revenue growth.

To qualify for the role you must have

• 10-12 years of quota carrying sales experience in professional services solutions and technology
• 3 years of experience selling IBM technology.
• Must have experience specifically with the IBM Apptio solutions.
• Direct and channel Alliance enterprise sales experience
• Experience selling enterprise solutions across multiple industry sectors
• Services sales experience working at Big 4 firm IBM Accenture or other GSIs
• Experience in sales pursuit activities (prospecting discovery qualification) involving IBM powered business solutions.
• A proven record of selling complex digital technology and/or managed services solutions to the C level of Fortune 500 companies.
• Outstanding client management and relationship skills strong executive presence and influencing skills.
• Knowledge of EYs Alliances products and services
• Solid understanding of the marketplace/industry competitive intel and account information
• Strong knowledge of current and emerging sales tools methodologies and go-to-market models including social media.
• Strong ability to manage and resolve conflict.
• A University/bachelors degree

Ideally youll also have

• Finance background
• Technical IT background
• An advanced degree or MBA
• Delivery management leadership experience
• Selling experience with some of IBMs recent acquisition (Redhat Apptio Webmethods Hashicorp) solutions and watsonx suite.
• Experience selling IBM ALM solutions (Maximo Tririga Envizi)
• AI solution selling experience ideally with IBM watsonx products.
• Joint services experience
• Strong coaching and mentoring skills
• Team selling experience.
• Ability to travel up to 50%

What we look for

Our successful Sales Executives deliver exceptional client service by proactively originating new business sharing ideas and bringing innovation to our 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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