Functional Alliance Relationship Associate Director - Dell/NVIDIA

EY; Alpharetta (GA); Hybrid; USD 169,000 - 325,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

EY in Alpharetta, GA is seeking a seasoned Alliance go-to-market professional to lead the Dell/Nvidia AI GTM program as ARD. You will drive alliance strategy, messaging, collateral and joint sales motions across EY and alliance partners, coordinating with regional leaders and client executives to unlock revenue opportunities.

The role requires strong alliance management, business development and cross-functional collaboration skills, with a track record delivering revenue and managing complex

Qualifications

• Experience in alliance management or business development for technology or professional services company.
• Strong networking and influence management skills resulting in actions across organizational boundaries.
• Highly credible communicator with excellent organization and project management skills.
• Ability to multi-task across projects and regions while delivering results.

Responsibilities

• Design Dell and Nvidia AI GTM campaign strategy and campaign program elements
• Collaborate with Alliance team on alliance components of the campaign (relationship map, cadence, governance, contracts, resale, etc)
• Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector and Solution Leader(s)
• Develop messaging and value proposition for campaign including securing alignment and buy-in from the Alliance
• Coordinate with Brand, Marketing and Communication to develop sales collateral, marketing strategy, and other enablement materials as well as coordinate events as appropriate.
• Coordinate with Internal technology team, the Alliance Practice or Sector and/or the Alliance itself to track development of technical elements (demos and other tech assets)
• Activate each region with internal and external awareness sessions
• Engage with Region Dell Go to Market Leaders to secure region support and identify region leads from EY and Dell and Nvidia to own the sales motion and drive in-market sales efforts
• Incubate target accounts and land sales motion with Alliance Client Executives to expand
• Provide early‑stag big deal pre‑sales support
• Cadence regions, escalating issues as appropriate
• Oversee campaign governance and sales / pipeline discipline – stand‑up of campaign through campaign execution (awareness, financial tracking, account cadence, relationship alignment)

Skills

Alliance management

Business development

Marketing

Contract management

Financial management

Content management

Governance oversight

Operational support

Relationship building

Organizational skills

Job description

The opportunity

EY has curated a dynamic ecosystem of Alliance and Ecosystem relationships which creates new forms of customer value to help our clients rapidly and digitally transform. Our ecosystem consists of more than 100 relationships which allow us to provide a wide range of collaborative opportunities and solutions to our clients. We help them tap into the latest technologies to achieve transformational outcomes and be more agile, innovative, resilient and better equipped to respond to disruptive change.

Alliances are a critical aspect of the go-to market strategy for the firm. To achieve our revenue targets, we have identified the priority go to market focus areas for each of the alliance. The priority areas are the most strategic programs for the EY Strategic Alliances and are intended to drive revenue at scale. For Dell/Nvidia, the Global Functional Alliance Relationship Associate Director (ARD) will focus on EY’s AI strategy with EY, including AI strategy and program definition, execution of firm-wide activation sessions and on-going collaboration with Dell & Nvidia to drive the joint go to market. Activities may include creation of sales enablement messaging, identification of the initial target accounts, cadencing key leaders, escalating issues as appropriate and prepare business review materials with analytics/insights.

Your Key Responsibilities

• Design Dell and Nvidia AI GTM campaign strategy and campaign program elements
• Collaborate with Alliance team on alliance components of the campaign (relationship map, cadence, governance, contracts, resale, etc)
• Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector and Solution Leader(s)
• Develop messaging and value proposition for campaign including securing alignment and buy-in from the Alliance
• Work with Brand, Marketing and Communication to develop sales collateral, marketing strategy, and other enablement materials as well as coordinate events as appropriate.
• Coordinate with Internal technology team, the Alliance Practice or Sector and/or the Alliance itself to track development of technical elements (demos and other tech assets)
• Activate each region with internal and external awareness sessions
• Engage with Region Dell Go to Market Leaders to secure region support and identify region leads from EY and Dell and Nvidia to own the sales motion and drive in-market sales efforts
• Incubate target accounts and land sales motion with Alliance Client Executives to expand
• Provide early‑stag big deal pre‑sales support
• Cadence regions, escalating issues as appropriate
• Oversee campaign governance and sales / pipeline discipline – stand‑up of campaign through campaign execution (awareness, financial tracking, account cadence, relationship alignment)

This role will be based in the US. You can anticipate a mix of virtual work along with regular coordination with other team members across Americas and Globally. The role will require some minimal travel.

Skills And Attributes For Success

• Able to juggle many activities and provide enablement services in the areas of: alliance partner management, business development, marketing, contract management, financial management, content management, governance oversight, operational support, strong relationship building skills and is highly organized
• Understanding of technology and business benefits of relevant alliance partner (Dell, Nvidia) products and solutions (AI)
• Experience in alliance management or business development for technology or professional services company
• Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
• Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues

Ideally, you’ll also have

• Experience and evidence of success in building and nurturing win‑win alliance relationships

What we look for:

• We’re looking for a seasoned go to market or alliance professional who can build strong relationships with internal and external stakeholders and bring creativity, and consistent quality to this critical part of the business for EY.
• Comfortable working with others within EY with unique personalities, cultures and working styles and can adapt your approach to best interact
• Comfortable escalating complex issues with recommendations to leadership
• Strong organizational skills and ability to multi‑task in support of multiple projects at a time

What We Offer You

The compensation ranges below are provided in order to comply with United States pay transparency laws. Other geographies will follow their local salary guidelines, which may not be a direct conversion of published US salary ranges. 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.

• We offer a comprehensive compensation and benefits package where you’ll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $168,700 to $324,800. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $202,500 to $369,100. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
• Join us in our team‑led and leader‑enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40‑60% of the time over the course of an engagement, project or year.
• Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted 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.

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 [e-mail].