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A Big Four firm is standing up dedicated alliance-manager roles around AI partnerships with a frontier AI company, showing that consultancies are treating AI vendor relationships as a core go-to-market revenue engine rather than a side function.
Location: San Francisco, San Jose, New York, Hoboken
At EY, we’re all in to shape your future with confidence.
We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world.
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 100 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.
The opportunity
Alliances are a critical aspect of the go-to-market strategy for the firm. To achieve our revenue targets, we have identified priority go-to-market focus areas for each alliance. These priority areas are the most strategic programs for EY Strategic Alliances and are intended to drive revenue at scale.
The AI Alliances Relationship Associate Director is responsible for working with EY alliances and sales teams to manage the day-to-day aspects of the alliance’s relationship, including relationship collaboration and governance, alliance program oversight, contracts and compliance management, sales and pipeline discipline, and performance intelligence. This is a strong opportunity to work across EY service lines, sectors, regions, and AI leadership to help activate alliance-led growth.
Your key responsibilities
Your role will sit within the Alliance and Ecosystem Relationship team that provides alliance relationship management oversight for the top EY alliances. Specifically, the AI Alliances ARD will work as part of the Alliances team, working directly with EY Consulting leadership, counterparts within the AI Alliance partners, EY account and business development executives, regional go-to-market leaders, sector and solution leaders, and alliance partner counterparts to coordinate and deliver on the objectives of the alliance portfolio.
Your primary responsibilities will include:
Execute AI alliances strategy, objectives, annual business priorities, and go-to-market program elements.
Manage the joint pipeline and drive sales campaigns to generate new business, including sales discipline, account cadence, and opportunity tracking.
Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector leaders, Solution leaders, and account teams.
Develop alliance messaging and value propositions, securing alignment and buy-in across leadership, alliance teams, and partner stakeholders.
Facilitate top-to-top relationships and program management to mobilize strategic bets, accelerate field engagement, and drive action through governance activities.
Drive results through disciplined, industrialized governance with clear accountability across service lines, practices, sectors, accounts, regions, and alliance partner counterparts.
Execute U.S. business reviews and escalating issues with recommendations as appropriate.
Gain access to partner programs, coordinating with Partner Operations to secure required approvals and maintain compliance.
Deploy partner programs for respective AI Alliances, including local activation, internal and external awareness sessions, and compliance with required program obligations.
Deliver alliance intelligence with complete and accurate financial reporting, impact and influence tracking, sales insights, and performance analytics.
Collaborate with Brand, Marketing and Communications to define marketing messaging, sales collateral, campaigns, events, and enablement materials.
Coordinate with internal technology teams, AI practices, sector teams, and alliance partners to track development of demos, technical assets, and other sales enablement materials.
Provide early-stage big-deal pre-sales support and help incubate target accounts with Alliance Client Executives and broader account teams.
Contribute to the Global Alliance and Ecosystem Relationship network through content, knowledge sharing, market insights, and best practices.
Location and travel
This role is based in the U.S. You can anticipate a mix of virtual work along with regular coordination with team members across the U.S. and globally as needed. The role may require some travel, aligned to alliance priorities, field activation, executive governance, and key partner or client engagement needs.
Skills and attributes for success
To qualify for the role, you must have:
10+ years of related experience, including experience in alliance management, business development, technology, experience in working with AI companies in either an alliance or professional services capacity.
Ability to manage many activities while providing enablement across relationship management, governance oversight, marketing strategy, contract management, financial management, content management, operational support, and compliance.
Strong understanding of AI technology, alliance partner solutions, and the business benefits of relevant alliance partner products and services.
Demonstrated experience managing sales motions, pipeline development, account activation, and revenue-generating campaigns.
Experience and evidence of success in building and nurturing win-win alliance relationships across complex stakeholder groups.
Strong networking and influence management skills, with the ability to drive actions to outcomes across organizational boundaries.
Highly credible communicator with excellent organization and project management skills and a proven track record delivering alliance sales and revenue growth.
Strong ability to synthesize performance data, financial reporting, market signals, and field feedback into actionable insights for leadership.
Ideally, you’ll also have
Experience working with AI alliance partners and activating joint go-to-market motions across regions, accounts, sectors, and service lines.
Experience developing alliance business plans, governance cadences, sales enablement, executive briefings, and business reviews.
Comfort engaging with internal and external senior stakeholders, including AI leadership, alliance executives, sales teams, partner operations, marketing, and account teams.
What we look for
A seasoned go-to-market or alliance professional who can build strong relationships with internal and external stakeholders and bring creativity, judgment, and consistent quality to this critical part of the business for EY.
A self-starter who can work independently while communicating progress, risks, and challenges with the broader team.
Outcome-focused, business-builder mindset with strong sales orientation and growth discipline.
Ability to manage and properly escalate complex issues with recommendations to leadership.
Comfortable working with others within EY with unique personalities, cultures, and working styles, adapting approach to best interact and drive outcomes.
Strong organizational skills and ability to multi-task in support of multiple projects at a time.
What working at EY offers
We offer a competitive total rewards package where you’ll be recognized for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development.
The EY Alliance and Ecosystem Relationships team is constantly evolving and developing new ideas and approaches for forming and managing ecosystem relationships. We strive for best-in-class service and are always looking to improve how we approach our alliance relationships.
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.
Are you ready to shape your future with confidence? Apply today.
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.
EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY’s Talent Shared Services Team (TSS) or email the TSS at ssc.customersupport@ey.com.
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