Alliance Sales Executive, Associate Director - ServiceNow - Federal and State & Local

Location: Washington, Baltimore, McLean

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.

Alliance Sales Executive, Associate Director: ServiceNow: Federal and State & Local

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 (SN SE), you will operate at the front edge of growth for one of EY's most strategic alliances. 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 Federal and State & Local Government (SLED) clients.

You will be a market-facing, quota-carrying executive seller with deep expertise across the ServiceNow platform and GPS solution portfolio, including Customer Experience (CX), Mission Operations, Case Management, Cyber / Security Operations, and AI-enabled workflows. You will proactively create demand-identifying whitespace opportunities, shaping transformative conversations, and positioning ServiceNow-powered EY solutions that address the most complex public sector mission and operational challenges.

You will also be expected to embed AI-driven selling into every aspect of your 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 Federal and SLED accounts by identifying mission gaps, operational pain points, and modernization opportunities

• Drive sales across three core channels:

• Direct client origination

• ServiceNow GPS 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

ServiceNow Alliance Leadership

• Act as a trusted partner to ServiceNow GPS field teams, building credibility and mindshare across account executives, solution consultants, specialists, and sales leadership

• Evangelize and position EY's ServiceNow-powered GPS offerings, including:

• Constituent and citizen CX transformation

• Mission operations and workflow automation

• Case and program management at scale

• Cybersecurity and Security Operations (SecOps) workflows

• AI-enabled and agentic service delivery

• Shape joint go-to-market motions and influence ServiceNow investment toward EY-led GPS pursuits

Government & Public Sector Impact

• Demonstrate deep understanding of Federal and SLED environments, including funding and appropriations, procurement vehicles, compliance and policy drivers, security constraints, and mission accountability

• Translate ServiceNow platform capabilities into outcomes that resonate with public sector executives, such as:

• Improved constituent and citizen experience (CX)

• Faster, more resilient mission operations

• Scalable case and benefits management

• Integrated cyber and security operations

• Responsible, governed AI adoption at mission scale

• Build trusted executive relationships to position EY as a long-term transformation and orchestration partner

AI-Enabled Selling & Innovation

• Infuse AI across 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

• Leveraging agentic and digital sales assistants to accelerate pursuits

• Champion AI-enabled EY and ServiceNow GPS solutions, demonstrating technical credibility, governance discipline, and mission impact

• Serve as a role model for modern, AI-forward public sector selling at scale

Market Leadership & Collaboration

• Deep GPS domain knowledge and ServiceNow workflow platform expertise, with the ability to convert both into enterprise-scale government transformations

• Serve as the face of EY's ServiceNow Alliance within GPS, and the face of EY to ServiceNow's Federal and SLED leadership

• Envision and activate a multi-alliance ecosystem, positioning EY as the orchestrator of platforms, partners, and services delivering mission outcomes

• Orchestrate cross-service-line and cross-functional teams to bring the best of EY to pursuit opportunities

• Influence and coach peers and account teams through market leadership-not authority alone

Skills & Attributes for Success

• Proven sales hunter mindset with persistence, creativity, and urgency

• Strong executive presence with the ability to influence senior government, EY, and ServiceNow leaders

• Comfortable navigating complex, matrixed, alliance-driven environments

• Consultative, mission-oriented selling style

• Strategic thinker who connects workflow technology, AI, policy, funding, and mission outcomes

• Data- and AI-literate, using insights to shape strategy and storytelling

• Contributes sales expertise during the entire sales lifecycle to include RFPs/proposals

• Continuously brings competitive, market, and partner intelligence to shape win strategies

• Maintains rigorous forecast and pipeline discipline (services and NNACV)

• Ensures opportunities are well-qualified, documented, and executive-ready

• Leads pricing, pursuit, and deal-shaping discussions in partnership with account and delivery leaders

To Qualify, You Must Have

• 10+ years of quota-carrying enterprise sales experience in professional services, technology, or platforms

• 6+ years of ServiceNow sales experience, including co-sell and channel-led motions

• Demonstrated success originating net-new government business, not purely account coverage

• Direct experience selling to Federal and/or SLED clients

• Deep knowledge of ServiceNow capabilities across:

• CX / CSM and constituent services

• Case & program management

• Mission workflow automation

• Security Operations (SecOps)

• AI-enabled and intelligent workflows

• Experience with the broader ServiceNow partner ecosystem and how ServiceNow fits into a multi-vendor landscape

• Big Four or large SI selling experience

• Exceptional executive communication and stakeholder management skills

What We Look For

EY Alliance Sales Executives are growth creators and market shapers. You proactively create demand and shape pursuits-helping government clients re-imagine service delivery, mission execution, security, and trust through ServiceNow-powered, AI-enabled transformation.

You are digitally fluent, mission-driven, and deeply connected across your clients' technology landscapes, elevating conversations from systems and workflows to measurable public outcomes and long-term value.

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. Learn more .

• 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.

EY accepts applications for this position on an on-going basis.

For those living in California, please click here for additional information.

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

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.

EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.

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.?

EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY's Talent Shared Services Team (TSS) or email the TSS at View email address on click.appcast.io .