Functional Alliance Relationship Associate Director: SAP - Data and AI

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The opportunity
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.
Alliances are a critical aspect of the go-to market strategy for the firm. To achieve our revenue targets, we have identified the priority go-to market focus areas for each of the alliance. The priority areas are the most strategic programs for the EY Strategic Alliances and are intended to drive revenue  SAP, the Global Functional Alliance Relationship Associate Director (ARD) will focus on EY’s Data & AI strategy and solutions with SAP, working with EY global and regional leaders to define our Data & AI strategy with SAP, enable execution of firm-wide sales campaigns and on-going program activation and collaboration with SAP sales and engineering teams to drive the joint go to market.

Activities may include coaching on Data & AI solutions, identification of target markets and addressable market, sales messaging, cadencing key EY and SAP leaders, escalating issues as appropriate and conducting business reviews with analytics/insights.
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 SAP Functional ARD Associate Director will work closely with EY’s Alliances leadership, counterparts within the Alliance home practice and EY account and business development executives to coordinate and deliver upon the objectives of the campaign.
Your primary responsibilities will include:

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