Alliance SE, Associate Director - ServiceNow - Industrial Products and Aerospace, Defense & Mobility

Location: Chicago, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Tallahassee, Tampa, Atlanta, Indianapolis, New Orleans, Baltimore, Boston, Detroit, Minneapolis, St. Louis, Hoboken, Iselin, New York, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Milwaukee, Washington, Dallas, Charlotte

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About Sales & Strategic Pursuits (S&SP)

EY's Sales & Strategic Pursuits (S&SP) function unites sales leadership, sector insight, technology expertise, and solution depth to drive market-leading growth. As EY's growth catalyst, S&SP shapes and executes integrated go-to-market strategies across priority accounts, industry sectors, and strategic alliances, delivering differentiated value through a deeply client-centric culture.

The Opportunity

As a ServiceNow Alliance Sales Executive, you will operate at the front edge of growth for one of EY's fastest-growing alliance relationships. This is a true sales hunter role focused on originating net-new qualified opportunities, building pipeline, and closing revenue through deep partnership with ServiceNow and direct engagement with IP & ADM clients.

This market-facing, quota-carrying executive sales leadership role combines three critical capabilities: ServiceNow sales leader, ServiceNow platform subject matter expert, and executive hunter. The successful candidate will create demand where none exists, build executive relationships, and drive net-new growth across Industrial Products and Aerospace, Defense & Mobility clients.

You will bring deep expertise across the ServiceNow platform and strong industry depth in industrial products, manufacturing, aerospace, defense, transportation, mobility, supply chain, operations, engineering, and other asset-intensive environments. You will proactively create demand, not respond to it, by identifying whitespace opportunities, shaping transformative conversations, and positioning ServiceNow-powered EY solutions that address complex operational, workforce, cyber, service, and technology challenges.

You will also be expected to embed AI-driven thinking and tools into every aspect of the sales role, including prospecting, identifying patterns, qualifying opportunities, orchestrating pursuits, influencing buyers, and accelerating time to close. You will serve as a model for modern, AI-enabled enterprise selling at EY.

Key Responsibilities

Sales Origination

• Relentlessly originate net-new pipeline within IP & ADM by identifying unmet needs, emerging priorities, and transformation opportunities.
• Drive sales across three core channels:
• Direct client origination
• ServiceNow field-led co-sell motions
• EY account team-led pursuits
• Lead early-stage opportunity identification and qualification, independently shaping pursuits from signal detection through deal maturation.
• Create qualified opportunities through executive engagement, whitespace identification, industry insight, and proactive market development.
• Independently originate, qualify, and mature opportunities before seeking executive escalation or support.
• Maintain rigorous qualification standards and ensure opportunities are pursuit-ready before engaging PPMDs, solution leaders, or alliance leadership.

ServiceNow Alliance Leadership

• Act as a trusted partner to ServiceNow IP & ADM field teams, building EY credibility and mindshare across account executives, solution consultants, sales directors, and sales leadership.
• Evangelize and position EY ServiceNow-powered offerings and bespoke solutions, including workflow transformation across customer, employee, technology, and operational domains.
• Shape joint go-to-market motions and influence ServiceNow investment toward EY-led pursuits.
• Build and maintain executive-level relationships across ServiceNow account executives, sales directors, regional leaders, and industry leadership teams.
• Co-own strategic ServiceNow sales relationships and drive alignment around sector growth priorities, investment opportunities, and pursuit strategy.

Industrial Products & Aerospace, Defense & Mobility Industry Impact

• Demonstrate deep understanding of Industrial Products, manufacturing, aerospace, defense, transportation, and mobility organizations, including their most pressing operational, workforce, supply chain, engineering, cyber, service, and transformation challenges.
• Translate ServiceNow capabilities into outcomes that resonate with operations, engineering, manufacturing, supply chain, field service, cyber, employee experience, and enterprise technology leaders.
• Build executive relationships with clients to position EY as a strategic transformation partner.
• Bring industry-specific points of view, competitive intelligence, market trends, and emerging business priorities into client conversations and pursuit strategies.
• Maintain deep awareness of operational resilience, manufacturing transformation, asset management, operational technology, cyber, workforce transformation, and AI-enabled operational modernization trends.

AI-Enabled Selling & Innovation

• Infuse AI into the full sales lifecycle, including:
• Account and opportunity analytics
• Intelligent prospecting and prioritization
• Pattern recognition across pipeline and buying signals
• AI-supported storytelling, proposal shaping, and pursuit orchestration
• Integration and use of digital sales agents across the sales lifecycle
• Champion AI-enabled EY and ServiceNow solutions with credibility, demonstrating both technical fluency and business impact.
• Serve as a role model for modern AI-forward sales execution, helping elevate sales effectiveness across teams.

Market Leadership & Collaboration

• Bring deep IP & ADM domain and ServiceNow platform expertise, translating that knowledge into enterprise-scale transformations that deliver measurable business outcomes.
• Be the face of EY's ServiceNow Alliance within EY's IP & ADM business and the face of EY to ServiceNow IP & ADM teams.
• Lead ServiceNow growth strategy within IP & ADM by helping account teams identify, prioritize, and pursue growth opportunities.
• Act as the primary ServiceNow advisor to sector leadership, account teams, and strategic client teams.
• Coach account teams on ServiceNow growth strategy, pursuit development, and path-to-win approaches.
• Envision and activate a multi-alliance ecosystem, helping position EY as the firm that orchestrates partners, platforms, and services to unlock new growth and transformation opportunities for clients.
• Orchestrate cross-service-line and cross-functional teams to bring the best of EY to pursuit opportunities.
• Coach and influence account teams and peers through active leadership in the market, not authority alone.
• Operate as a visible leader across IP & ADM, consistently bringing outside-in market perspective and industry intelligence.

Skills & Attributes for Success

• Hunter mindset with a strong bias for action, curiosity, and persistence.
• Exceptional executive presence with the ability to influence senior client, EY, and ServiceNow stakeholders.
• Recognized sales leader who influences without authority and earns trust across client teams, account teams, and alliance leadership.
• Create opportunities rather than waiting for opportunities.
• Demonstrated executive hunter capable of building relationships and creating demand independently within large enterprise organizations.
• Proven ability to navigate and succeed in a highly matrixed, alliance-driven environment.
• Consultative selling style as a trusted advisor, not a transactional seller.
• Strategic thinker with the ability to connect workflow technology to business outcomes.
• Comfortable leveraging data and AI insights to guide decisions and storytelling.
• Contributes sales expertise throughout the sales lifecycle, including RFPs and proposals.
• Continuously brings competitive, market, and partner intelligence to shape win strategies.
• Maintains rigorous forecast and pipeline discipline across services and NNACV.
• Ensuring opportunities are well-qualified, documented, and executive-ready.
• Shapes deal strategy, competitive positioning, pricing approach, scope, and pursuit execution to maximize win probability.
• Serves as a thought leader and trusted advisor on ServiceNow platform innovation, AI capabilities, industry solutions, and alliance priorities.
• Use AI-enabled selling techniques, digital sales tools, and market intelligence as part of a daily operating model.

To Qualify, You Must Have

• 10+ years of quota-carrying executive-level sales experience in professional services, managed services, technology, and/or enterprise solutions.
• 6+ years of ServiceNow sales experience, including co-sell and channel-led motions.
• Demonstrated success as a net-new business hunter, not solely an account or alliance manager.
• Direct experience and success selling to Industrial Products, manufacturing, aerospace, defense, transportation, mobility, or other asset-intensive clients, with deep understanding of industry challenges and transformation drivers.
• Deep understanding of IP & ADM market trends, operational priorities, and executive buyer challenges.
• Success creating net-new opportunities through executive networking, whitespace identification, and proactive market development.
• Experience leading complex pursuits from qualification through close, including pricing, shaping, and competitive positioning.
• Deep knowledge of the ServiceNow platform, including workflow automation across IT, operations, risk, customer, and employee domains.
• Experience with the broader ServiceNow partner ecosystem and how ServiceNow fits into a multi-vendor technology landscape.
• Prior experience selling at a Big Four firm or large global systems integrator.
• Exceptional client relationship management and executive communication skills.
• Bachelor's degree or equivalent.

Ideally, You'll Also Have

• Technical background or delivery/program leadership experience.
• Experience selling large, complex, multi-stakeholder transformation programs.
• Strong coaching and mentoring capability.
• Proven team-selling experience across alliances and solution teams.
• Willingness to travel up to 50%.

What We Look For

• Successful Alliance Sales Executives at EY are growth creators, sector sales leaders, platform experts, and executive hunters. You proactively shape demand, pursuits, and win strategies, bringing differentiated points of view to help IP & ADM clients reimagine what is possible through technology, particularly AI-enabled, workflow-driven transformation.
• You are digitally fluent, AI-enabled, and deeply connected across client technology and operational landscapes. You collaborate to design the right solutions while challenging assumptions and elevating conversations from technology to measurable business and operational impact.
• The highest-performing candidates do not act as alliance coordinators or support resources. They create demand, influence executive buyers, coach pursuit teams, shape winning opportunities, and serve as the face of EY's ServiceNow alliance within IP & ADM. They earn account-team trust by consistently bringing client access, market insight, platform expertise, and growth.

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.

• We offer a comprehensive compensation and benefits package where you'll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $221,410 to $280,070 plus participation in an incentive compensation program applicable to Sales Executives. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $265,650 to $318,290 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
• Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

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.

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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.

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