UK Alliance Sales Director - Databricks - Permanent - London in City of London

The Alliance Director plays a critical role in driving revenue growth by identifying, shaping, and closing joint sales opportunities (primarily ‘Sell with’ motions) between EY, our alliance partners, and our clients. Acting as the commercial catalyst between clients, alliance partners, and EY’s account teams and Service Lines, this role is responsible for originating opportunities, developing collaborative go-to-market strategies, and leading complex sales cycles from initiation to signed contract.

The role requires a highly proactive, client, solution focused individual who thrives in making things happen by connecting EY teams in the UKI and internationally with our clients and alliance partners. We expect the individuals to be motivated by fast moving technologies, building relationships, driving innovation and collaboration across complex stakeholder groups. The goal of this role is to accelerate the growth of EY’s revenues from the alliance, primarily focusing on our major partnerships with ServiceNow, SAP, Microsoft, Snowflake, Databricks and Nvidia.

Expectations of the Role

• Opportunity Origination: Proactively identify and qualify opportunities for collaborative sales pursuits with alliance partners and internal EY teams.
• Product Knowledge: Have and maintain a deep and comprehensive understanding of your alliance partner’s product(s) (technically, functionally, and commercially), offerings, and services.
• Solutioning: Support client and pursuit teams to understand the technical options which best address client issues, and which can enhance EY solutions and pursuits.
• Collaboration: Work in close alignment with client account teams, service lines, solution leaders, and your alliance partner to identify opportunities, shape, and position compelling joint offerings.
• Relationship Development: Build and maintain trusted, credible, and intimate relationships with clients, EY teams and alliance partners.
• Driving the sales cycle: Take ownership of the end-to-end sales cycle — from lead identification to proposal, negotiation, and contracting.
• Joint Value Creation: Drive solution / offering co-creation activities with alliance partner(s), EY pre-sales teams, and service lines ensuring a clear value proposition for the client and commercial benefits for all parties.
• Pipeline Management: Maintain a visible, structured, and actively managed sales pipeline, reporting regularly on progress, risks, and wins via CRM data to SR and Global stakeholders.
• Alliance Governance: Drive, with the support of the team, required governance including Deal registration, deal funding / subsidies / allowances / sponsorships, QBRs, joint marketing plans and events.

Key Responsibilities

• Originate new alliance enabled sales opportunities by leveraging your relationships and client insights.
• Build joint pursuit strategies that align the capabilities of the firm and our alliance partners to client needs.
• Act as the single point of accountability for progressing opportunities through the sales process for EY and alliance partners.
• Coordinate internal and partner teams to develop tailored solutions and articulate compelling business cases.
• Maintain up-to-date knowledge of alliance partner’s technologies and roadmaps to inform opportunity development.
• Develop and share best practices across the partnership sales executives and wider CTO and account teams.
• Contribute to the evolution of our alliances strategy through market intelligence and client feedback.

Key Experience & Skills Required

• Proven track record in B2B solutioning and sales, ideally in professional services or technology-led environments.
• Experience selling in an ecosystem — ideally with or alongside hyperscalers (e.g., Microsoft, AWS, Google) or major SaaS providers (SAP, Microsoft, Salesforce, ServiceNow, Oracle).
• Demonstrated ability to originate and close complex deals involving multiple stakeholders.
• Strong understanding of enterprise sales processes, solution selling, and joint value propositions.
• Excellent relationship-building skills with both clients and alliances partners.
• Ability to bring together and drive cross-functional teams in high-pressure, deadline-driven pursuits.
• Strong relationship building, communication and storytelling skills.
• Comfortable operating between two (or more) large, matrixed global organisations.

Preferred Qualifications

• Sales lifecycle management including origination, shaping and closure.
• An understanding of Enterprise Architecture is advantageous.
• Knowledge of EY or other multi-disciplinary professional services organisations.
• Experience in technology consulting, digital transformation, or solution integration highly advantageous.

What we offer

• We offer a competitive remuneration package where you’ll be rewarded for your individual and team performance.
• Our comprehensive Total Rewards package includes support for flexible working and career development.
• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.

Please note: Prior to finalizing your application, you will be asked to provide personal information across several dimensions of diversity and inclusiveness. The information you provide is kept entirely confidential and will not be used to evaluate your candidacy.