Ibm Alliance Sales Executive

Description:

As an IBM Alliance Sales Executive (SE), you will drive and expand the teaming between IBM Consulting and EY to bring our combined capabilities and expertise to deliver transformative solutions for our clients. With a focus on joint services teaming with IBM, you’ll be relentless in driving the pursuit of new business, driving alliance partner pipeline and sales for EY by originating deals across three channels: clients, the IBM field teams and EY account teams. You’ll be a market facing, experienced seller and subject matter expert focused on the overall Alliance sales strategy generally and the IBM Consulting market specifically. You will build deep relationships with the alliance partner field, advocate and evangelize for EY and be the face of IBM Consulting within EY to our sector and account teams and help expand the EY-IBM Alliance in the US.

Your Key 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 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 the leadership team and service lines 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 enable revenue growth.

To qualify for the role, you must have:
 

• 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