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

Location: Dallas, Houston, Chicago, Detroit, Atlanta

 

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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 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 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 Defence 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