Alliance Sales Executive, Associate Director - IBM, Financial Services (FSO)

Location : New York, Stamford, Hartford, Baltimore, Boston, Hoboken, Iselin, Philadelphia, Charlotte

Alliance Sales Executive, Associate Director – IBM, Financial Services (FSO)

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.

The opportunity

As an IBM Alliance FSO Sales Executive (SE), you’ll be part of 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 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 : Apptio, Watson, RedHat, SW AG and Hashicorp, their 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

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 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

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 you

At EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more.

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.

EY | Building a better working world

EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.

Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.

EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.

EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity / expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law.

EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY’s Talent Shared Services Team (TSS) or email the TSS at ssc.customersupport@ey.com.

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