Alliance Sales Executive, Associate Director - Microsoft State & Local Government

Alliance Sales Executive, Associate Director: Microsoft – State & Local Government

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'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.

As a Microsoft Alliance Sales Executive (MSFT SE), you will operate at the front edge of growth for EY's largest and fastest-growing alliance. This is a true sales hunter role—focused on originating net-new opportunities, building pipeline, and closing revenue through deep partnership with Microsoft and direct engagement with State & Local Government (SLG) clients.

You will be a market-facing, quota-carrying executive seller with deep expertise across Microsoft's enterprise technology stack and a strong command of the State and Local public-sector landscape. You will proactively create demand, not respond to it—identifying whitespace opportunities, shaping transformative conversations, and positioning Microsoft-powered EY solutions that address the most complex challenges facing state and local governments.

You will also be expected to embed AI-driven thinking and tools into every aspect of your sales role—how you prospect, identify patterns, qualify opportunities, orchestrate pursuits, influence buyers, and accelerate time-to-close—serving as a model for modern, AI-enabled enterprise selling at EY.

Key Responsibilities

Sales Origination

• Relentlessly originate net-new pipeline within State & Local Government by identifying unmet needs, emerging priorities, and transformation opportunities
• Drive revenue across three core channels:
• Direct client origination
• Microsoft 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

Microsoft Alliance Leadership

• Act as a trusted partner to Microsoft SLG field teams, evangelizing for EY building credibility and mindshare across account executives, specialists, and solution leadership
• Evangelize and position EY's Microsoft-powered offerings across Cloud & AI Platforms, AI Business Solutions and Security
• Shape joint go-to-market motions and influence Microsoft investment toward EY-led pursuits

State & Local Government Sector Impact

• Demonstrate deep understanding of state and local government missions, funding models, procurement cycles, policy drivers, and risk constraints
• Translate Microsoft technology capabilities and EY's MSFT powered solutions, into outcomes that resonate with public-sector executives, including resiliency, trust, citizen experience, data modernization, cybersecurity, and AI-enabled government
• Build executive relationships across agencies, departments, and jurisdictions to establish EY as a strategic transformation partner

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
• Champion AI-enabled EY and Microsoft 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

• Deep sector and Microsoft technology expertise, with the ability to translate that knowledge into enterprise-scale transformations that deliver measurable business outcomes.
• Be the face of EY's Microsoft Alliance within EY's State & Local Government business and the face of EY to Microsoft SLG teams
• 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

Skills & Attributes For Success

• Hunter mindset with a strong bias for action, curiosity, and persistence
• Exceptional executive presence with the ability to influence senior government and Microsoft stakeholders
• Proven ability to navigate and succeed in a highly matrixed, alliance-driven environment
• Consultative selling style—trusted advisor, not transactional seller
• Strategic thinker with the ability to connect technology, policy, funding, and mission outcomes
• Comfortable leveraging data and AI insights to guide decisions and storytelling

To Qualify, You Must Have

• 10+ years of quota-carrying sales experience in professional services, technology, and/or enterprise solutions
• Demonstrated success as a net-new business hunter, not solely an account or alliance manager
• Direct experience selling to State and Local Government clients
• Strong Microsoft ecosystem experience, including co-sell and channel-led motions
• Deep knowledge across Microsoft's enterprise stack, including:
• Azure & Cloud Platforms
• Data, Analytics & AI
• Cybersecurity
• Power Platform & Low-Code Solutions
• AI Foundry
• 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. You proactively shape demand, pursuits and win strategies, bringing differentiated points of view, to help clients re-imagine what's possible through technology—particularly AI-powered transformation.

You are digitally fluent, AI-enabled, and deeply connected across your clients' ecosystems. You collaborate to design the right solutions while challenging assumptions and elevating conversations—from technology to mission impact.

What We Offer You

At EY, we'll develop you with future-focused skills and equip you with world-class experiences. We'll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams.

• 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.
• Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year.
• 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.

Are you ready to shape your future with confidence? Apply today.