Website EY
Position Summary:
The Systems Integration Alliance BD Leader (BDL) is responsible for driving activity (pursuit of new business, maintaining existing business and developing relationships) with a range of our Systems Integrator partners including Atos.
The (BDL) will be in the market generating, identifying opportunities directly with our Systems Integrator partners, EY account teams, and clients. The CE will be a Subject Matter Expert (SME) for the Systems Integrator partners’ products and services but will also drive the firm to always consider and apply the Systems Integrator partnerships as a way to better deliver services to our clients, including a clear understanding of the client challenges this helps to address.
Key Responsibilities:
- Drive expected margin levels, including negotiation of MSAs and ways of working with partners.
- Drive innovation and filtering of new ideas for solution co-development with the partner and EY teams.
- Work with and help deliver client Wavespace sessions to bring the solution to life and generate leads.
- Build external brand of EY within the Systems Integrator partners context with structured use of BMC (Brand, Marketing and Communications) resource.
- Partner with our eco-system on capability and skills build initiatives across and jointly with each other.
- Maintain key relationship with the Systems Integrator partners company account manager for EY to ensure full alignment and follow up on all opportunities that arise where EY can engage in alliance driven revenue. Develop relationships at the Systems Integrator partners with senior/executive leadership to ensure the alliance strategies are connected and there is relevant engagement and drive from both ends.
- Lead pursuit strategy to properly position the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish firm from competitors.
- Expand EY brand presence and market position through internal and external awareness campaigns, thought leadership publications, PR, and strategic events.
- Liaise with EY Global and EMEIA GTM (Go To Market) leads for planning, ongoing guidance and transfer of knowledge, and understanding the wider global offerings portfolio in order to select offerings to be driven in the region.
- Drive key operational processes which are key to maintaining the relationship such as annual planning, QBRs and MSA contracting, leveraging the support of Markets Operations and other EY functions.
- Develop and implement relationships, communication and education with and to internal stakeholders (e.g., Partners, G360 and Area BDLs).
Required Education & Experience:
- Significant experience working in or with Systems Integrators required.
- Demonstrable experience working within an account and partnership structure required.
- Hard and soft skills necessary to drive transformational performance across our portfolio of accounts and solutions.
- Ability to build high-impact c-suite relationships quickly and sustain them.
- Strong content expertise (technical/sector). Strong change agent skills.