UK Super Region Alliance Sales Executive - SAP - Director - Permanent - London

The Alliance Sales Executive 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, you’ll be relentless in originating and driving the pursuit of new business, leading complex sales cycles from initiation to signed contract. You’ll be a market-facing, experienced seller and subject matter expert focused on the overall Alliance sales strategy generally and SAP solutions specifically. We expect the individuals to be motivated by fast moving technologies, driving innovation and collaboration across complex stakeholder groups. You will build deep relationships with the alliance partner field sales teams, advocate and evangelize for EY and be the face of SAP within EY to our sector and account teams and help expand the EY SAP Alliance in the super region.

Expectations of the Role

• Opportunity Origination: Proactively identify and qualify opportunities for collaborative sales pursuits with clients, alliance partners and internal EY teams.
• Product Knowledge: Have and maintain a deep and comprehensive technical, functional and commercial understanding of your alliance partner’s product(s), 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.
• Deal Structuring: Bring knowledge of partner and technology pricing models and benchmarks to deals, and collaborate with pricing and commercial teams to develop value-based selling approaches and innovative deal structures that align with client expectations and EY’s strategic goals.
• Collaboration: Work in close alignment with clients, client account teams, service lines, solution leaders, and your alliance partner to identify opportunities, shape and position compelling joint offerings. This will include collaborations with multiple alliance partners and across EY service lines.
• 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.

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.
• Maintain a visible, structured, and actively managed sales pipeline, reporting regularly on progress, risks, and wins via CRM data to SR and Global stakeholders.
• Drive deal-related 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 a compelling business case for all parties.
• Coach our consulting and delivery teams on commercial and sales approaches and techniques.
• Contribute to the evolution of our alliances strategy through market intelligence and client feedback.
• Be accountable for delivery of required operational processes including Deal registration, deal funding / subsidies / allowances / sponsorships, QBRs, joint marketing plans and events.

Key Experience & Skills Required

• Proven track record in B2B solutioning and sales, ideally in professional services or technology-led environments, with experience carrying a quota.
• 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.
• 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.
• Technical background and/or delivery management leadership experience. An understanding of Enterprise Architecture is advantageous.
• Knowledge of EY or other multi-disciplinary professional services organisations.
• Formal sales training (e.g., Miller Heiman, MEDDIC, Challenger) desirable.