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

EY; Hartford (CT); Hybrid; USD 100,000 - 150,000; Full time

Job summary

A global professional services firm in Hartford is seeking an experienced Alliance Sales Executive to lead IBM alliance sales efforts. This role requires a strong background in professional services and technology sales, especially within Financial Services. Candidates should have a proven track record of managing client relationships and influencing decision-makers. The position offers a flexible hybrid work model with a comprehensive benefits package.

Benefits

Comprehensive compensation and benefits package

Flexibility in work environment

Paid time off options

Qualifications

• 10-12 years of quota carrying sales experience in professional services and technology.
• Experience selling enterprise solutions to Financial Services organizations.
• A proven record of selling complex solutions to C-level executives.

Responsibilities

• Lead alliance sales activity by delivering against defined sales targets.
• Build relationships with top-priority clients for joint alliance pursuits.
• Act as a subject matter expert on the IBM alliance program.

Skills

Quota carrying sales experience in professional services

Client management and relationship skills

Expertise in influencing without authority

Strong sector or technical content expertise

Education

University/bachelor's degree

Job description

Overview

Alliance Sales Executive, Associate Director – IBM, Financial Services (FSO). The EY Sales & Strategic Pursuits (S&SP) organization brings together technology, business, sector, and account knowledge to meet client needs and opportunities. This role focuses on the IBM Alliance, driving business development, evangelizing EY solutions powered by IBM technology, and expanding the IBM alliance relationship within the United States.

Your Key Responsibilities

As an IBM Alliance SE, you’ll lead 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 the EY-IBM value proposition. You will have expertise in IBM platforms 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 the qualification phase if needed. Your time will be primarily focused on external selling, actively engaging with IBM, your clients and EY account and industry leadership.

Skills And Attributes For Success

You’ll thrive in a matrixed organization, balance client needs with business initiatives, and develop networks across sales, leadership, and industry sector teams to drive a coordinated market effort. You’ll inspire others with coaching, act as a trusted advisor to clients, IBM, and EY account teams, and help drive strategic initiatives to 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 C-level executives 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

• An advanced degree or MBA.
• Technical IT background.
• Delivery management leadership experience.
• Selling experience with IBM’s recent acquisitions (Redhat, Apptio, SW AG, Hashicorp) solutions.
• AI solution selling experience, ideally with IBM watsonx products.
• Joint services experience.
• Strong coaching and mentoring skills.
• Team selling experience.
• Ability to travel.

What We Look For

Our successful Sales Executives deliver exceptional client service by proactively originating new business, sharing ideas, and bringing innovation to clients. You’ll be digitally connected across clients’ ecosystems while collaborating to tailor solutions that meet business needs and challenge thinking with distinct points of view.

What We Offer You

EY develops you with future-focused skills and world-class experiences in a flexible, diverse and inclusive culture of globally connected teams. We offer a comprehensive compensation and benefits package, a hybrid work model, and paid time off options. For details on location-specific salary bands, refer to the company’s compensation disclosures.

Equal Opportunity

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 need assistance applying online or requesting accommodation during the application process, please contact EY’s Talent Shared Services.