Note: The job is a remote job and is open to candidates in USA. EY is a global leader in assurance, consulting, strategy and transactions, and they are seeking an IBM Alliance Sales Executive to drive and expand the collaboration between IBM Consulting and EY. The role involves leading sales activities, building relationships with priority clients, and pursuing new business opportunities in a client-centric environment.
Responsibilities
- As an IBM Alliance SE, you’ll be responsible for leading the 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 focused on 'Big Deal' hunting through joint services teaming between IBM and EY, identifying opportunities to deliver complementary offerings spanning multiple service lines, domains, and sectors
- You’ll be a subject matter expert on the alliance program, joint service teaming between EY and IBM Consulting, and the joint EY-IBM value proposition
- You will have expertise and experience in IBM’s Consulting offerings, sales & GTM motions, developing and maintaining relevant alliance partner relationships, and will be 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
- 8-10+ years of quota carrying sales experience in professional services, solutions and technology
- Direct and alliance channel enterprise sales experience
- Experience selling enterprise solutions across multiple industry sectors, especially Financial Services, Government and Public Sector, Technology and Energy
- Consulting sales and delivery experience working at Big 4 firm, IBM, Accenture, or other GSIs
- Experience in sales pursuit activities (prospecting, discovery, qualification) involving technology 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 EY's 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 handle and resolve conflict
- A University/Bachelor's Degree
- IT consulting background
- Experience selling solutions spanning the following IBM Consulting Service Lines: Strategy & Transformation, Business Applications, Finance transformation, Cloud & Data, Business Operations, Cybersecurity
- An advanced degree or MBA
- Delivery management leadership experience
- Joint services experience
- Strong coaching and mentoring skills
- Team selling experience
- Ability to travel
Benefits
- Participation in an incentive compensation program applicable to Sales Executives
- Medical and dental coverage
- Pension and 401(k) plans
- A wide range of paid time off options
- Team-led and leader-enabled hybrid model with expectation to work together in person 40-60% of the time
- Flexible vacation policy allowing you to decide how much vacation time you need
- 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
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