UK Alliance Sales Director Databricks Permanent London

Job Title: UK Alliance Sales Director Databricks

Business Unit: UKI CTO Office

Reporting to: UKI Alliance Leader

Grade/Level: Director

Overview of the Role

The Alliance Director plays a critical role in driving revenue growth by identifying shaping and closing joint sales opportunities (primarily Sell with motions) between EY our alliance partners and our clients.

Acting as the commercial catalyst between clients alliance partners and EYs account teams and Service Lines this role is responsible for originating opportunities developing collaborative go-to-market strategies and leading complex sales cycles from initiation to signed contract.

The role requires a highly proactive client solution focused individual who thrives in making things happen by connecting EY teams in the UKI and internationally with our clients and alliance partners. We expect the individuals to be motivated by fast moving technologies building relationships driving innovation and collaboration across complex stakeholder groups.

The goal of this role is to accelerate the growth of EYs revenues from the alliance primarily focusing on our major partnerships with ServiceNow SAP Microsoft Snowflake Databricks and Nvidia.

Expectations of the Role

• Opportunity Origination: Proactively identify and qualify opportunities for collaborative sales pursuits with alliance partners and internal EY teams.
• Product Knowledge: Have and maintain a deep and comprehensive understating of your alliance partners product(s) (technically functionally and commercially) offerings and services.
• Solutioning: Support client and pursuit teams to understand the technical options which best address client issues and which can enhance EY solutions and pursuits.
• Collaboration: Work in close alignment with client account teams service lines solution leaders and your alliance partner to identify opportunities shape and position compelling joint offerings. (This may include collaborations with multiple alliance partners.)
• Relationship Development: Build and maintain trusted credible and intimate relationships with clients EY teams and alliance partners.
• Driving the sales cycle: Take ownership of the end-to-end sales cycle from lead identification to proposal negotiation and contracting.
• Joint Value Creation: Drive solution / offering co-creation activities with alliance partner(s) EY pre-sales teams and service lines ensuring a clear value proposition for the client and commercial benefits for all parties.
• Pipeline Management: Maintain a visible structured and actively managed sales pipeline reporting regularly on progress risks and wins via CRM data to SR and Global stakeholders.
• Alliance Governance: Drive with the support of the team required governance including Deal registration deal funding / subsidies / allowances / sponsorships QBRs joint marketing plans and events.

Key Responsibilities

• Originate new alliance enabled sales opportunities by leveraging your relationships and client insights.
• Build joint pursuit strategies that align the capabilities of the firm and our alliance partners to client needs.
• Act as the single point of accountability for progressing opportunities through the sales process for EY and alliance partners.
• Coordinate internal and partner teams to develop tailored solutions and articulate compelling business cases.
• Maintain up-to-date knowledge of alliance partners technologies and roadmaps to inform opportunity development.
• Develop and share best practices across the partnership sales executives and wider CTO and account teams.
• Contribute to the evolution of our alliances strategy through market intelligence and client feedback.

Key Experience & Skills Required

• Proven track record in B2B solutioning and sales ideally in professional services or technology-led environments.
• Experience selling in an ecosystem ideally with or alongside hyperscalers (e.g. Microsoft AWS Google) or major SaaS providers (SAP Microsoft salesforce ServiceNow Oracle).
• Demonstrated ability to originate and close complex deals involving multiple stakeholders.
• Strong understanding of enterprise sales processes solution selling and joint value propositions.
• Excellent relationship-building skills with both clients and alliances partners.
• Ability to bring together and drive cross-functional teams in high-pressure deadline-driven pursuits.
• Strong relationship building communication and storytelling skills.
• Comfortable operating between two (or more) large matrixed global organisations.

Preferred Qualifications:

• Sales lifecycle management including origination shaping and closure.
• An understanding of Enterprise Architecture is advantageous.
• Knowledge of EY or other multi-disciplinary professional services organisations.
• Formal sales training (e.g. Miller Heiman MEDDIC Challenger) desirable.
• Experience in technology consulting digital transformation or solution integration highly advantageous.

What we offer

We offer a competitive remuneration package where youll be rewarded for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development and with MyReward you can select benefits that suit your needs covering holidays health and well-being insurance savings and a wide range of discounts offers and promotions. Plus we offer:

• Continuous learning:Youll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you:Well provide the tools and flexibility so you can make a meaningful impact your way.
• Transformative leadership:Well give you the insights coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture:Youll be embraced for who you are and empowered to use your voice to help others find theirs.

Please note

Prior to finalizing your application you will be asked to provide personal information across several dimensions of diversity and inclusiveness. The information you provide is kept entirely confidential and will not be used to evaluate your candidacy. We collect this data to help us analyse our recruitment process holistically and implement actions that promote diversity and inclusiveness. While optional we encourage you to provide this information to hold us accountable towards our goal of building a better working world. Read more about our commitment to diversity & inclusiveness here. We ask because it matters!

If you can demonstrate that you meet the criteria above please contact us as soon as possible.

Shape your future with confidence.

Apply now.