GPS - State Local and Education (SLED) Sales Executive Associate Director - MA

GPS - State Local and Education (SLED) Sales Executive Associate Director - MA

Location: Boston Other locations: Anywhere in Region Salary: Competitive

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. Must be in Boston, MA Our Business Development function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The GPS Sales organization shapes and drives an integrated sales strategy across EY's largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture. The opportunity As a State Local and Education (SLED) Sales Executive (SE) supporting the Commonwealth of Massachusetts in EY's Government & Public Sector you'll focus on identifying, qualifying, and winning large net-new competitive pursuits. Focus areas include all EY's capabilities with emphasis on technology solutions. You'll apply your deep understanding of your client's issues and challenges, leveraging the firm's capabilities to originate and drive new business opportunities, increasing revenue, and deepen customer relationships. You'll contribute to the account strategy and relationship development across EY's Government & Public Sector (GPS) business.

Your key responsibilities Responsibilities will include: Prospecting and lead generation (i.e., demand generation) Develop and manage a multi-year sales pipeline. Client relationship management. Develop compelling win strategies and remain engaged through contract award. Sales presentations and sales process management include developing and presenting gate review (i.e., deal enablement) content for the qualification phase. Negotiations of teaming agreements with industry partners, ability to support negotiations of terms and conditions. Spend approximately 80% of your time actively engaging with your clients. Spend approximately 20% of your time on strategy and management initiatives.

Skills and attributes for success You'll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across the leadership team and service lines to drive a coordinated market effort. With natural coaching skills, you'll inspire others with your actions in the market. You'll be a trusted advisor to the EY account lead (GCSP) and the account team, acting in a consultative manner. You'll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.

To qualify for the role, you must have: 10-12+ years' experience as a business development executive. A proven record of selling complex technology solutions to "C" level executives in the SLED space specifically for the State of Massachusetts Industry relationships with potential teaming partners, alliances, MBE/WBE small businesses, and competitors. Outstanding client management and relationship skills, strong executive presence and influencing skills. Solid understanding of the marketplace, industry, competitive intelligence, and account information. Demonstrated expertise in managing and resolving conflict. Bachelor's Degree

Ideally, you'll also have: Strong coaching and mentoring skills. Team selling experience.

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 $200,000 to $385,000. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $240,000 to $437,500. 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.

EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.