Alliances Client Executive - Blackline

EY - Atlanta, GA4.0

30+ days agoFull-time
Join our Core Business Services (CBS) team and you will help support the important business enablement functions that keep our organization running strong. As a CBS professional, you will work across teams to provide the knowledge, resources and tools that help EY deliver exceptional quality service to our clients, win in the marketplace and support EY’s growth and profitability. Major teams within CBS include Finance, Information Technology, Human Resources, Enterprise Support Services, Brand Marketing and Communications, Business Development, Knowledge and Risk Management.

Join our Business Development team and you will support and execute go-to-market business development and marketing strategies. As a Business Development professional, you’ll work with account teams to build relationships with our clients, drive new business and build revenue growth.

With so many offerings, you have the opportunity to develop your career through a broad scope of engagements, mentoring and formal learning. That’s how we develop outstanding leaders who team to deliver on our promises to all of our stakeholders, and in so doing, play a critical role in building a better working world for our people, for our clients and for our communities. Sound interesting? Well this is just the beginning. Because whenever you join, however long you stay, the exceptional EY experience lasts a lifetime.

Alliances Client Executive - Blackline - ATL0041F
US preferred

Solution Client Executive role description

EY’s vision is to be a world class sales function that is market facing and client centric, bringing all of EY to drive market leading growth. Our Alliance Client Executive (CE) business development professionals are responsible for leading with a growth mindset to initiate go to market activity that builds trusted relationships, and aligns Alliance and adjacent solutions to the client agenda. The Alliance CE will be the Subject Matter Expert (SME) for Blackline solutions and activate the Blackline alliance into our solutions to best serve our clients’ needs. The CE will provide leadership in go to market activity acting jointly with the EY account team, CE ecosystem and Blackline alliance to achieve sales and pipeline growth targets through the successful origination and pursuit of new business and expansion of existing business.

The role will focus on Blackline and deployment and will manage the strategic relationship with our Alliance partners together with the Area Alliance Leader. This role will leverage available resources throughout EY to bring the firm's best thinking and resources to improve win rates and ultimately win in the market. This role will have responsibility for leading the Alliance BD activity and will have personal and team sales goals and pipeline targets.

Key responsibilities of a Solution Client executive
To perform at Gold Standard, CEs will demonstrate a growth mindset and capability to support these responsibilities. Doing so will position the CE as a leader with clients and team members to drive interconnectivity and strategic growth.

Trusted relationship executive - Establish and foster long-term relationships with both internal and external clients and relevant alliance partners to ensure the client’s needs are met and exceptional client service is delivered.
Consultative advisor - Bring together business, sector and client knowledge along with EY competencies and solutions to meet unique client needs.
Demand Creator - Understand client’s business, provide insights and create opportunities that compel clients to invest in new solutions that will achieve better long-term business results.

Sales strategist - Develop a strategy and value proposition for accounts and pursuits that differentiates EY solutions and services in a way that motivates clients to take action.
Talent developer - Provide leadership, coaching and mentoring to BD and client serving individuals to drive the development of transformative leaders and teams.

Essential functions

Solution Business Development strategy and deployment:
Collaborate on annual account plans and sales goals with Area Alliance leaders, to achieve both Alliance growth ambitions, and Global and Area Solution Sales Plans.
Develop firm Blackline go to market objectives and propose needed investments to achieve growth goals within the competitive landscape. Eg client programs and events to raise market awareness and create pipeline.
Design and execute Blackline go to market activation approach to achieve growth targets through G360 and Market Segments; contribute to and manage overall pipeline for named accounts.
Act as a subject matter expert on Blackline powered solutions and drive a relentless internal awareness campaign to activate named accounts on solution value proposition and capabilities.
Develop and manage peer and executive leadership strategic Blackline alliance relationships for named accounts to enable joint engagement in go to market planning and execution.

Strategic Pursuit Management:
Strategic pursuit management includes being client facing in the origination and development of must win opportunities and acting as a lead strategist on must win pursuits in collaboration with relevant account, firm and alliance stakeholders.
Brings deep subject matter expertise on the solution architecture to align to client needs, advises on industry solution issues and develops a strategy that leverages competitive intelligence.
Maintain key relationships with the alliance to ensure full alignment and follow up on all opportunities that arise where EY can engage in alliance driven revenue.
Be recognized as the go to person within named accounts for all proposals, opportunities and relationships related to Blackline powered solutions.
Leverages all firm pursuit methods (Miller Heiman, getting to green and power maps) and tools.
Fully participate and be in compliance with firm deal governance processes from commit, win strategy, solution review, and pricing.

Requirements to drive success as a Client Executive
Leadership at EY is defined by strength in four key areas: Personal, Team, Client and Business. Using this lens, we have aligned competencies to each component of this framework that will help to strengthen mindset and skill sets. When fully developed, these competencies will propel CEs to transformational performance within their solution and portfolio of accounts.

Personal leadership
Achievement orientation
Emotional intelligence and ability to flex personal style
Growth mindset
Resilience
Systematic decision making
Cultural fit
Communicate/facilitate with impact with executive presence
Lead through influence

Team leadership
Build transformative leaders/teams
Create an inclusive environment

Client leadership
Act as a business advisor
Build trusting internal/external relationships at the c-suite level
Create demand through business acumen, insight and deep solution and alliance knowledge
Drive successful client engagement and business and commercial value

Business leadership
Prioritize strategically
Drive a winning sales strategy
Foster innovative thinking

Knowledge and expertise:
Client
EY network/Blackline
Sector
Service line and solution
Technology/digital savvy eg social media selling methods

Additional requirements
As the job involves responding to clients' needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required.
Supervision responsibilities
Role operates with considerable autonomy. This role will coach personnel related to Blackline solutions and will be expected to inspire others through action in the marketplace.
Education
University/Bachelor’s Degree required.
Experience
10+ years of complex and large sales experience within the C-suite. Experience in the technology sector environment and specific Alliance organization preferred.
Experience working in a partnership/professional services environment preferred.
Certification requirements
Completion of Miller Heiman methodology courses within 1-2 years of hire. Expected to remain current on EY training and curriculum (e.g. Account Management Framework , TRACOM Creating Client Connections, Badges, among others).
How time is spent
Strategy 20%, Sales generating enablement activity 20%, and Client and alliance facing 60%.

Ernst & Young LLP, an equal employment opportunity employer (Females/Minorities/Protected Veterans/Disabled), values the diversity of our workforce and the knowledge of our people.