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Hybrid Alliance Sales Executive – IBM Functional SE, Automation & IT/Cloud Cost Management
Posted last week
About the role
- driving the pursuit of new business, driving alliance partner pipeline and sales for EY
- originating deals across three channels: clients, the IBM field teams and EY account teams
- building deep relationships with the alliance partner field, advocate and evangelize for EY
- being the face of IBM within EY to our sector and account teams and help expand the EY-IBM Alliance in the US
- leading the Alliance sales activity by delivering against defined sales and pipeline targets
- building relationships with top priority clients for joint alliance pursuits and drive sales directly in the market
- be a subject matter expert on the alliance program, IBM automation, ITFM and IT/cloud cost management solutions, and the joint EY-IBM value proposition
- expertise and experience in IBM’s technologies, sales & GTM motions
- developing and maintaining relevant alliance partner relationships and able to lead pursuits independently through qualification phase
Requirements
- 10-12+ years of quota carrying sales experience in professional services, solutions, and technology
- 3+ years of experience selling IBM technology
- Must have experience specifically with the IBM Apptio solutions
- Direct and channel Alliance enterprise sales experience
- Experience selling enterprise solutions across multiple industry sectors
- Services sales experience working at Big 4 firm, IBM, Accenture, or other GSIs
- Experience in sales pursuit activities (prospecting, discovery, qualification) involving IBM 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 manage and resolve conflict
- A University/bachelor’s degree
Benefits
- medical and dental coverage
- pension and 401(k) plans
- a wide range of paid time off options
- flexible vacation policy
- designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed
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