EY Alliance Commercial Manager - IBM in Richmond, Virginia
At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better, too. Join us and build an exceptional experience for yourself, and a better working world for all.
EY has curated a dynamic ecosystem of Alliance and Ecosystem relationships which creates new forms of customer value to help our clients rapidly and digitally transform. Our ecosystem consists of more than 80 relationships which allow us to provide a wide range of collaborative opportunities and solutions to our clients. We help them tap into the latest technologies to achieve transformational outcomes and be more agile, innovative, resilient and better equipped to respond to disruptive change.
As EY continues to grow our Alliances, we need a IBM Alliance Commercial Manager who can work with the IBM Global Alliance Relationship Director to grow the investment year over year that we receive from our alliance partner. The Commercial Manager will manage the alliance relationship commercial activity including evaluating the alliance programs and securing appropriate approvals, working with legal, Quality and Risk Management, and Independence internally to enable EY’s participation in the program globally. The manager will act as lead commercial negotiator / subject matter resource to increase velocity of contracting while reducing systemic risk. This is a great opportunity to work with people globally as well as across multiple EY service lines and sectors.
Your key responsibilities
Your role will sit within the Alliance and Ecosystem Relationship team that provides alliance management oversight for the top EY alliances. Specifically, the Alliance Commercial Manager will work as part of the IBM Alliance teams working directly with Alliance Leadership, counterparts within IBM and EY’s IBM alliance practice in locations globally to coordinate and deliver upon of the objectives of the alliances from a commercial perspective.
Your primary responsibilities will include:
Interact with IBM to interpret new programs, develop plan for how EY will leverage and optimize programs, and coordinating with operations support team to define processes to execute upon the repeatable aspects of the program
Manage the alliance infrastructure such as partner program administration & deal registration that lead to further investment available to EY
Provide management oversight and direction of the offshore team that manages on-going execution of program such as localization of programs to other EY member firms.
Provide coordination support across Sector, regions, Areas
This role is based in the US. You can anticipate a mix of virtual work along with regular coordination with other team members across Americas and across the Globe. The role will require some minimal travel.
Skills and attributes for success
To qualify for the role you must have
The ability to juggle many activities and provide enablement services in the areas of: contract management, financial management, governance oversight, operational support, strong relationship building skills and is highly organized
Ability to balance evaluating and building new programs while running existing programs
Understanding of technology and business benefits of IBM products and solutions
Experience in alliance management or strategic program oversight for technology or professional services company
Experience and evidence of success in building and nurturing win-win alliance relationships
Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues
What we look for
A self-starter who is able to work independently while also communicating progress and challenges with others on the team
Comfortable escalating complex issues with recommendations to leadership
Strong organizational skills and ability to multi-task in support of multiple projects at a time
Comfortable working with others within EY with unique personalities, cultures and working styles and can adapt your approach to best interact.
What we offer
As part of this role, you'll work in a highly integrated, global team with the opportunity and tools to grow, develop and drive your career forward. Here, you can combine global opportunity with flexible working. The EY benefits package goes above and beyond too, focusing on your physical, emotional, financial and social well-being. Your recruiter can talk to you about the benefits available in your country. Here’s a snapshot of what we offer:
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 apply to this role only through the ‘Apply’ link (not through the local office). Your application will then be routed to the appropriate recruiting team.
The exceptional EY experience. It’s yours to build.
EY | Building a better working world
EY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.
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EY is an equal opportunity, affirmative action employer providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.