Alliance Sales Executive - Associate Director, Ibm, Government and Infrastructure

About Sales and Account Excellence (S&AE)

EY’s Sales and Account Excellence (S&AE) function unites sales leadership, sector insight, technology expertise, and solution depth to drive market-leading growth. As EY’s growth catalyst, S&AE shapes and executes integrated go-to-market strategies across priority accounts, sectors, and strategic alliances, delivering differentiated value through a deeply client-centric culture.

The Opportunity

As the IBM Alliance Sales Executive for Government & Infrastructure (Federal and State, Local, and Education [SLED]), you will operate at the leading edge of growth for one of EY’s most strategic alliances. This is a true sales hunter role: you'll originate net-new opportunities, build pipeline, and close revenue through deep partnership with IBM and direct engagement with EY teams and Government clients.

You will be a market-facing, quota-carrying IBM Alliance Sales Executive with deep expertise in IBM’s enterprise portfolio. That portfolio includes Watson, Confluent, Planning Analytics, Apptio, Maximo Application Suite, Lightwell and post-quantum cryptography (PQC), Red Hat OpenShift, and IBM mainframe modernization. As an IBM Platinum Partner, EY brings deep sector and functional depth that connects platform decisions to operating model change and everything in between.

You will create demand, not respond to it. That means identifying whitespace, shaping transformative conversations, and positioning IBM-powered EY solutions for the most complexGovernment challenges. You will also embed AI into how you prospect, spot patterns, qualify, orchestrate pursuits, influence buyers, and accelerate time-to-close, and serve as a model for AI-enabled enterprise selling at EY.

Key Responsibilities

Sales Origination

• Relentlessly originate and qualify net-new Government pipeline by identifying unmet needs, emerging priorities, and transformation opportunities.
• Drive sales across three channels: direct client origination, IBM co-sell with the IBM field, and EY account team-led pursuits.
• Lead early-stage identification and qualification, independently shaping pursuits from first signal through deal maturity.
• Shape and scope deals that drive valuable client outcomes by powering EY consulting and managed services with IBM technology.

IBM Alliance Leadership

Act as a trusted partner to IBM Government field teams, building EY’s credibility, mindshare and market share with account executives, solution leaders, and sales leadership.

• Position EY’s IBM-powered offerings across five areas:
  • data and AI platforms (watsonx, Confluent)
  • financial and technology-spend management (Planning Analytics, Apptio)
  • intelligent workflow and asset automation (watsonx Orchestrate, Maximo Application Suite)
  • security and quantum-safe resilience (Lightwell, PQC)
  • hybrid-cloud and core-platform modernization (Red Hat OpenShift, IBM mainframe)
• Activate the right IBM counterpart for each opportunity across IBM Industry Government, IBM Technology brand sellers, and IBM Consulting. Shape joint go-to-market motions and influence IBM investment toward EY-led pursuits.

Government Industry Impact

• Demonstrate deep understanding of the most pressing issues Government clients face:
  • Rising cost and workforce pressure
  • Fragmented, sensitive, and regulated data
  • Cybersecurity, operational resilience, and quantum-era cryptographic risk, including quantum-safe migration mandates
  • Legacy modernization
  • Responsible AI at scale
• Translate IBM capabilities into outcomes that matter to executives:
  • Secure, interoperable data
  • AI-enabled clinical, research, regulatory, and administrative workflows
  • Connected care and constituent experiences
  • Intelligent facilities, fleet, and field assets
  • Stronger security and fraud, waste, and abuse detection
  • Hybrid-cloud and mainframe modernization
  • Governed AI that improves mission outcomes, efficiency, and resilience
• Build relationships with CIOs, CTOs, CDOs, CISOs, CFOs, COOs, clinical and R&D leaders, agency and program executives, and other mission owners to position EY as a strategic transformation partner.

AI-Enabled Selling & Innovation

• Apply AI across the sales lifecycle: account and opportunity analytics, prospecting and prioritization, pipeline and buying-signal pattern recognition, storytelling, proposal shaping, pursuit orchestration, and digital sales agents.
• Champion AI-enabled EY and IBM solutions with credibility, demonstrating technical fluency and measurable business impact.
• Role-model modern, AI-forward selling and help raise sales effectiveness across teams.

Market Leadership & Collaboration

• Apply deep Government domain knowledge and IBM expertise to shape enterprise-scale transformations with measurable outcomes.
• Be the face of EY’s IBM Alliance within EY’s Government businesses, and the face of EY to IBM’sGovernment teams.
• Envision and activate a multi-alliance ecosystem that brings IBM together with complementary partners, positioning EY as the orchestrator of partners, platforms, and services.
• Orchestrate cross-service-line and cross-functional teams, coaching and influencing account teams and peers through market leadership, not authority alone.

Skills & Attributes for Success

• Hunter mindset with a strong bias for action, curiosity, and persistence.
• Executive presence to influence senior Government clients, EY leaders, and IBM stakeholders.
• Proven success in a highly matrixed, alliance-driven environment.
• Consultative style: a trusted advisor, not a transactional seller.
• Strategic thinker who connects technology to business outcomes.
• Uses data and AI insights to guide decisions and storytelling.

To Qualify, You Must Have

• 10+ years of quota-carrying sales experience in professional services, technology, or enterprise solutions.
• Demonstrated success as a net-new business hunter, not solely an account or alliance manager.
• Direct experience selling toGovernment (Federal and/or SLED) clients, including public-sector procurement and contract vehicles where applicable, with a strong grasp of client challenges and transformation drivers.
• Strong IBM ecosystem experience, including co-sell and partner-led motions, with active IBM field relationships.
• Deep familiarity with IBM’s portfolio, including AI, data and analytics, hybrid cloud, automation, security, and industry platforms.
• Experience in a complex, multi-vendor technology landscape.
• Prior selling experience at a Big Four firm or large global systems integrator.
• Track record closing large, complex engagements that combine a technology platform with professional or managed services.
• Exceptional client relationship and executive communication skills.
• Bachelor’s degree or equivalent.

Ideally, You’ll Also Have

• Technical background or delivery/program leadership experience.
• Experience selling large, multi-stakeholder transformation programs.
• Experience structuring managed services alongside a platform sale.
• Strong coaching and mentoring capability.
• Proven team-selling across alliances and solution teams.
• Willingness to travel up to 50%.

What We Look For

• Successful IBM Alliance Sales Executives at EY are growth creators. You proactively shape demand, pursuits, and win strategies, bringing differentiated points of view that help Government clients reimagine what’s possible through data, AI, and intelligent operations.
• You are digitally fluent, AI-enabled, and deeply connected across your clients’ technology landscapes. You design the right solutions, challenge assumptions, and elevate conversations from technology to commercial impact, resilience, and growth.

What we offer you
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 in all geographic locations in the US is $221,410 to $280,070 plus participation in an incentive compensation program applicable to Sales Executives. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $265,650 to $318,290 plus participation in an incentive compensation program applicable to Sales Executives. 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.
• 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

EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.

Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.

EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.

All in to shape the future with confidence.

EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law.  

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