Functional Alliance Relationship Associate Director - Dell​/NVIDIA

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.

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  Dell/Nvidia, the Global Functional Alliance Relationship Associate Director (ARD) will focus on EY’s AI strategy with EY, including AI strategy and program definition, execution of firm-wide activation sessions and on-going collaboration with Dell & Nvidia to drive the joint go to market.

Activities may include creation of sales enablement messaging, identification of the initial target accounts, cadencing key leaders, escalating issues as appropriate and prepare business review materials 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 Dell/Nvidia Functional ARD 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 of the objectives of the campaign.

Your primary responsibilities will include:

• Design Dell and Nvidia AI GTM campaign strategy and campaign program elements

• Collaborate with 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 Dell Go to Market Leaders to secure region support and identify region leads from EY and Dell and Nvidia 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-stag big deal pre-sales support

• 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)

This role will be based in the US. You can anticipate a mix of virtual work along with regular coordination with other team members across Americas and Globally. The role will require some minimal travel.

Skills and attributes for success

To qualify for the role you must have:

• Able to…