Position Summary
The Alliance program is designed to accelerate EY sales through joint go to market activity and co-innovation of technology-enabled services and solutions. The Microsoft Alliances Campaigns Strategist is responsible for enabling and executing Microsoft Alliance Campaigns for EY’s Strategic Relationships and Alliances. The campaigns will focus on “big bets” that are the most strategic programs for alliances and are intended to drive $100m - $250m+ annually at scale. The Microsoft Alliances Campaigns Strategist will work in collaboration with the Global Microsoft Alliance Leader, Microsoft Alliance Relationship Director, Microsoft Alliance Practice teams, Microsoft Alliance Client Executives and EY’s Super Regions to develop and execute campaigns across the globe. Under the oversight of the Global Microsoft Alliance Relationship Director, the Microsoft Alliance Campaigns Strategist will manage all aspects of the alliance campaign including market activation, marketing and awareness, operations, and governance.
• Design campaign strategy and campaign program elements
• Collaborate with Microsoft Alliance Relationship Director (ARD) on Microsoft Alliance components of the campaign (relationship map, cadence, governance, contracts, resale, etc.)
• Identify target account strategy in conjunction with Global Microsoft Alliance Leader/GTM Alliance Leaders, ARD, Sector and Field of Play Leader(s)
• Develop messaging and value proposition for campaigns including securing alignment and buy-in from the Alliance partner
• Work with Brand Marketing & Communications (BMC) to develop sales collateral, marketing strategy, and other enablement materials
• Coordinate with Client Technology, Alliance Practice or Sector and Alliance partners on the development of technical elements of the campaign (demos and other tech assets)
• Activation of campaigns into each region through internal and external awareness sessions
• Engage with Area GTM leaders to secure super region support and identify super region leads from EY and the Alliance Partner to own the sales motion and drive in-market sales efforts
• Incubate target accounts and land sales motion with Alliance CEs to expand
• Provide Campaign/ Sales motion expertise to accounts as requested
• Align with Area practice leadership to secure campaign support and share campaign practice delivery needs
• Cadence regions, escalating issues as appropriate
• Oversee campaign governance and sales / pipeline discipline – stand-up of campaign through campaign execution (awareness, financial tracking, account cadence, relationship alignment)
Analytical/Decision Making Responsibilities
- EY’s Strategic Relationships are complex due to breadth of the relationship across multiple competencies, sectors and geographies. They are also expected to drive a larger portion of EY revenue and require a higher degree of collaboration. The GDS Microsoft Alliance Campaign Dir will be expected to influence senior level executives across both EY and the alliance partner organization to form and execute the campaign.
- Must manage complex relationships with multiple stakeholders often with competing priorities
- Ability to balance enablement and business development activities
- Evaluate activities, efforts, requests against agreed strategy and plan as well as EY policies
- Assess and prioritize financial requests against limited/set budgets
Knowledge and Skills Requirements
- Understanding of technology and business benefits of relevant alliance partner products and solutions
- Proficiency Alliance partner products, for one or more EY’s alliance partner organizations, is preferred
- Experience in alliance management or business development 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
Supervision Responsibilities
- Must be able to operate independently to drive the overarching campaign program which will include multiple subsets of activities and workstreams
- Must influence and direct activities of Sector, Competency, and Field of Play Leaders who do not report to the Microsoft Alliance Campaign Director; will also influence and provide guidance to resources (PPEDD level) more senior than the Microsoft Alliance Campaign Director
- Varies by alliance, but may be expected to manage a small team supporting Microsoft Alliance campaign execution
Other Requirements
- Ability to travel up to 10%; potentially internationally
- Ability to work across multiple time zones; flex schedule or working hours as needed to collaborate with in-market teams
Job requirements
Education
• Graduation preferably in Engineering and/or Technology
• Postgraduate preferably MBA (Business, Finance, Technology, Engineering)
Experience
• 15+ years of experience working in relevant technology and professional services environments
• Minimum eight (8-10) years of experience in consulting services or consultative business development, including experience in managing or developing strategic relationships and campaigns
• Proven experience working with diverse stakeholders (both internal and external) in a virtual environment, across geographies.
Location and work timings
• Buenos Aries, Argentina
• Should be flexible and open to covering US-West Coast work timings (PST)