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UiPath Alliances Relationship Director

Company: EY
Location: Austin
Posted on: September 24, 2022

Job Description:

At EY, youll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And were counting on your unique voice and perspective to help EY become even better, too. Join us and build an exceptional experience for yourself, and a better working world for all.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 80 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.The opportunityThe Alliance and Ecosystem Relationship program is designed to accelerate EY revenue through joint go to market and co-innovation with external companies through collaboration that creates new and unique value. EY leverages these relationships to enable our market-leading business solutions, expand our revenue potential and elevate our brand. Alliance and ecosystem relationships help us to innovate faster, sell more, and deliver better.Your key responsibilitiesThe Alliance program is designed to accelerate EY sales through joint go to market activity and co-innovation of technology-enabled services and solutions. The Global Alliance Relationship Director is responsible for enabling and executing the alliance strategy in collaboration with the Global Alliance Leader, EY SLs, Competency, Markets/CEs, Accounts and Regions in conjunction with the alliance partner. The Alliance Relationship Director manages allaspects of the relationship including alliance governance, alliance intelligence, alliance partner programs, marketing, operations, new market activation, contract negotiation and compliance.Goals of the Alliance Program and the Alliance Relationship Director for the Type 1 alliance are to:

  • Drive Hypergrowth (40%+ CAGR) sales and revenue through enabling joint go to market activity, partner programs and field engagement
  • Increase market share by expansion into new markets, services and solutions
  • Expand EY brand presence and market position through internal and external awareness campaigns, thought leadership publications, PR, and strategic events
  • Enable and execute alliance strategy leveraging market intelligence and alliance analysis/insights
  • Scale the business with a disciplined operating model and program management across EY SL, Sectors, Markets/Accounts, and alliance partner stakeholders
  • Increase win rates and reduce delivery risk with access to alliance partner pre-sales solution architects, technical resources, sandboxes, and training/learningEssential function of the job include:
    • Manages all aspects of the relationship, in connection with the Global Alliance GTM Leader, to define and drive strategic alignment with the alliance partner. Includes annual business planning, firm revenue planning and joint goals/metrics/priorities in alignment with alliance partner
    • Facilitates top to top relationships and program management to mobilize on big strategic bets, accelerate field engagement, and drive action
    • Drives results through predictable and disciplined operating model, alliance intelligence and pipeline management. Includes sales and pipeline reporting, alliance & market analysis, governance cadence and stakeholder management across GTM teams/alliance CEs, solution leads, SLs and competencies and alliance partner counterparts.
    • Understands alliance partner field motivations and sales programs; provides guidance/enablement/coaching for EY CEs, account and solution teams to accelerate joint engagement and account level collaboration
    • Develops internal/external awareness campaigns in conjunction with alliance partner and BMC; executes area/regional strategic events, solution campaigns and noteworthy press releases
    • Works closely with Area/ Regional teams to drive relationship responsiveness and consistency in how EY manages the relationship globally.
    • Collaborates with Areas/Regions on annual planning process and to drive accuracy of financial reporting against set targets
    • Activates new countries and regions into the alliance with supporting business plans, help establishing executive relationships and operating cadence and enabling alliance contract framework.
    • Gain access to alliance partner enablement programs/resources improve quality of bids/win rates and reduce delivery risk (e.g., pre-sales solution architects, sandboxes, training, technical support)
    • Contributes to the Global Alliance network by contributing content, knowledge sharing, and market insightsSkills and attributes for successTo qualify for the role you must have
      • Bachelors/University degree in a related field from an accredited college/university or equivalent experience
      • Minimum twelve (12) years of experience in consulting services or consultative business development with minimum five (5) years of those managing or developing strategic alliances
      • Ability to travel up to 50%
      • Understanding of technology and business benefits of relevant alliance partner products and solutions
      • Experience in alliance management or business development for technology or professional services company
      • Experience and evidence of success in building and nurturing win-win alliance relationships
      • Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
      • Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenuesIdeally, youll also have
        • Prior experience working globally and/or leading a distributed team preferred.
        • Deep understanding of EY matrixed structure and stakeholder
        • ability to identify who, where and how decisions are made within EY functional/regional/sector matrix
        • ability to figure out how to access those stakeholders
        • ability to craft and target communications that are carefully tailored to each audience
        • The ability to juggle many activities and provide enablement services in the areas of: marketing, contract management, financial management, content management, governance oversight, operational support, strong relationship building skills and is highly organizedWhat we look for
          • A self-starter who is able to work independently while also communicating progress and challenges with others on the team
          • Comfortable escalating complex issues with recommendations to leadership
          • Strong organizational skills and ability to multi-task in support of multiple projects at a time
          • Comfortable working with others within EY with unique personalities, cultures and working styles and can adapt your approach to best interact.What we offerAs part of this role, you'll work in a highly integrated, global team with the opportunity and tools to grow, develop and drive your career forward. Here, you can combine global opportunity with flexible working. The EY benefits package goes above and beyond too, focusing on your physical, emotional, financial and social well-being. Your recruiter can talk to you about the benefits available in your country. Heres a snapshot of what we offer:
            • Continuous learning: Youll develop the mindset and skills to navigate whatever comes next.
            • Success as defined by you: Well provide the tools and flexibility, so you can make a meaningful impact, your way.
            • Transformative leadership: Well give you the insights, coaching and confidence to be the leader the world needs.
            • Diverse and inclusive culture: Youll be embraced for who you are and empowered to use your voice to help others find theirs.Please apply to this role only through the Apply link (not through the local office). Your application will then be routed to the appropriate recruiting team.The exceptional EY experience. Its yours to build.EY - Building a better working worldEY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate.Working across assurance, consulting, law, strategy, tax and transactions, EY teams ask better questions to find new answers for the complex issues facing our world today.EY is an equal opportunity, affirmative action employer providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, 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 individuals with disabilities. If you are a qualified individual with a disability and either need assistance applying online or need to request an accommodation during the interview process, please call 1-800-EY-HELP3, type Option 2 (HR-related inquiries) and then type Option 1 (HR Shared Services Center), which will route you to EYs Talent Shared Services Team or email SSC Customer Support at ssc.customersupport@ey.com .

Keywords: EY, Austin , UiPath Alliances Relationship Director, Executive , Austin, Texas

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