Alliance Sales Executive, Associate Director

At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better. Join us and build an exceptional experience for yourself, and a better working world for all.

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Alliance Sales Executive, Associate Director – Databricks

Our Sales & Strategic Pursuits (S&SP) function brings together technology, business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs and opportunities. The S&SP Organization is a catalyst for market-leading growth, shaping and driving an integrated growth strategy across EY’s largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.

The opportunity

As a Databricks Alliance Sales Executive (DB SE), you’ll be part of one of our fastest growing alliances at EY. 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 Databricks 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 Databricks powered EY solutions relevant across key sectors like Consumer and/or Industrial products, Retail, Life Sciences and Media & Entertainment. You will build deep relationships with the alliance partner field, advocate and evangelize for EY and be the face of Databricks within EY to our sector and account teams and help expand the EY- DB Alliance in the US.

Your key responsibilities

As a Databricks 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 a subject matter expert on the alliance program, Databricks powered transformations and solutions and the joint EY-DB value proposition. You will have expertise and experience in the Databricks technology stack, working with the DB channel teams on 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 Databricks, 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, Databricks and EY account teams, acting in a consultative manner to be the catalyst that pulls stakeholders together to drive strategic initiatives and grow sales.

To qualify for the role, you must have

1. 12 to 15+ years of quota carrying sales experience in professional services, solutions and technology
2. Direct and Databricks channel sales experience
3. Experience selling enterprise solutions directly to clients
4. Services sales experience working at Big 4 firm or other GSI
5. Experience in sales pursuit activities (prospecting, discovery, qualification) involving data engineering, data science, AI and business analytics
6. Expert client management and relationship skills, strong executive presence and expertise in influencing without authority
7. Solid understanding of the marketplace/industry, competitive intel and target account profiles information
8. Strong ability to handle and resolve conflict
9. A University/bachelor’s degree

Ideally, you’ll also have

1. Technical IT background and/or delivery management leadership experience
2. Strong coaching and mentoring skills
3. Team selling experience
4. 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 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

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 $200,000 to $385,000. The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $240,000 to $437,500. 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. If you can demonstrate that you meet the criteria above, please contact us as soon as possible.

EY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.

Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate.

Working across assurance, consulting, law, strategy, tax and transactions, EY teams ask better questions to find new answers for the complex issues facing our world today.

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