Functional Alliance Relationship Associate Director: SAP - Data and AI
EY · Hoboken · $198,900–$357,900 (stated in the posting)
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We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world.
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 SAP, the Global Functional Alliance Relationship Associate Director (ARD) will focus on EY’s Data & AI strategy and solutions with SAP, working with EY global and regional leaders to define our Data & AI strategy with SAP, enable execution of firm-wide sales campaigns and on-going program activation and collaboration with SAP sales and engineering teams to drive the joint go to market. Activities may include coaching on Data & AI solutions, identification of target markets and addressable market, sales messaging, cadencing key EY and SAP leaders, escalating issues as appropriate and conducting business reviews with analytics/insights.
Your key responsibilities
Your role will sit within the Alliance and Ecosystem Relationship team that provides alliance management oversight for the top EY alliances. Specifically, the SAP Functional ARD Associate Director will work closely with EY’s Alliances leadership, counterparts within the Alliance home practice and EY account and business development executives to coordinate and deliver upon the objectives of the campaign.
Your primary responsibilities will include:
- Design SAP Data & AI GTM campaign strategy and campaign program elements.
- Collaborate with EY Data & AI leadership and the 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 SAP Go to Market Leaders to secure region support and identify region leads from EY and SAP 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-stage big deal pre-sales support.
- Drive cadence with EY and SAP executives; drive visibility and preference to EY across 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 is based in the US, offering a mix of virtual work and regular coordination with team members globally. Some travel may be required.
Skills and attributes for success
To qualify for the role you must have:
- 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 SAP solutions and business benefits of relevant SAP products and solutions to Data & AI
- Experience in business development and/or alliance management 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 harness our collective strength to empower you to shape your future with confidence through professional growth, personal fulfillment and an inclusive culture. Learn more at ey.com/us/careers.
- 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 is:
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- New York City, Boston, and Washington DC Metro Areas, Washington State, and Southern California offices – $198,900 to $357,900
- Bay Area California offices – $207,100 to $372,900
- All other offices locations in the US, including Sacramento – $165,700 to $328,100
- Individual salaries within these 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.
- 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.
Are you ready to shape your future with confidence? Apply today.
- To make the most of your application experience, please limit yourself to two applications within a six-month period.
- EY accepts applications for this position on an on-going basis.
- For those living in California, please click here for additional information.
- At EY, our values set the foundation for how we work and the behaviors we expect of our people. Any misrepresentation or falsification of information or lack of integrity at any point in the recruiting process may result in withdrawal of your candidacy, revocation of an offer or immediate termination of employment.
EY | Building a better working world
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All in to shape the future with confidence.
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