Global Alliance Campaign, SAP

About the Role

EY has curated a dynamic ecosystem of Alliance and Ecosystem relationships that creates new forms of customer value to help clients rapidly and digitally transform. Alliances are a critical aspect of the go-to market strategy for the firm. To achieve revenue targets, priority go-to-market focus areas for each alliance have been identified. The Global Functional Alliance Relationship Associate Director (ARD) for SAP will focus on EY’s Data & AI strategy and solutions with SAP, working with EY global and regional leaders to define the Data & AI strategy, enable execution of firm-wide sales campaigns, and activate ongoing programs and collaborations with SAP sales and engineering teams to drive the joint go-to-market.

Key Responsibilities

• Design SAP Data & AI GTM campaign strategy and program elements.
• Collaborate with EY Data & AI leadership and the Alliance team on alliance components of the campaign (relationship map, cadence, governance, contracts, resale).
• Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, and Sector and Solution Leader(s).
• Develop messaging and value proposition for campaign, securing alignment and buy-in from the Alliance.
• Work with Brand, Marketing, and Communication to develop sales collateral, marketing strategy, enablement materials, and coordinate events.
• Coordinate with the 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, enhancing visibility and preference for EY across regions, escalating issues as appropriate.
• Oversee campaign governance and sales/pipeline discipline, from campaign stand-up through 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.

Requirements & Tech Stack

• Ability to manage multiple activities and provide enablement services in areas including: 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 the business benefits of relevant SAP products and solutions related to Data & AI.
• Experience in business development and/or alliance management for a technology or professional services company.
• Strong networking and influence management skills to drive actions to outcomes and deliver results across organizational boundaries.
• Highly credible communicator with excellent organization and project management skills.
• Proven track record of delivering alliance sales and revenues.

Qualifications

• Experience and evidence of success in building and nurturing win-win alliance relationships.
• Ability to build strong relationships with internal and external stakeholders, bringing creativity and consistent quality.
• Comfortable working with diverse personalities, cultures, and working styles, adapting approach for best interaction.
• Comfortable escalating complex issues with recommendations to leadership.
• Strong organizational skills and ability to multi-task in support of multiple projects simultaneously.