Alliance Sales Executive, Associate Director, Microsoft - Industrial Products & ADM

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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 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 sales through deep partnership with Microsoft and direct engagement with Industrial Products & Aerospace, Defense & Manufacturing clients.

You will be a market-facing, quota-carrying executive seller with deep expertise across Microsoft’s enterprise technology stack and a strong understanding of the Industrial Products & Aerospace, Defense & Manufacturing marketplace. You will proactively create demand by identifying emerging client priorities, uncovering whitespace opportunities, and orchestrating transformative conversations that accelerate growth and business transformation.

You will leverage the combined strengths of EY and Microsoft to help clients address their most significant business challenges through AI, cloud, data, smart manufacturing, cybersecurity, engineering and product lifecycle transformation, supply chain resilience, connected products, and enterprise modernization.

You will also be expected to embed AI-driven thinking and tools into every aspect of your sales role, including how you prospect, identify patterns, prioritize opportunities, shape 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 the Industrial Products & Aerospace, Defense & Manufacturing sectors by identifying unmet business needs, emerging priorities, and transformation opportunities.

• Drive revenue growth through three core channels:

• Direct client origination

• Co-sell motions with MSFT

• EY account team-led pursuits

• Lead early-stage opportunity identification and qualification, independently shaping pursuits from initial signal detection through deal maturation.

• Build and maintain a robust sales pipeline with a focus on achieving and exceeding annual sales targets.

Microsoft Alliance Leadership

• Serve as a trusted partner to Microsoft Industrial Products and Aerospace, Defense & Manufacturing field teams, building EY’s credibility, visibility, and mindshare across account executives, specialists, industry leaders, and solution leadership.

• Evangelize EY’s Microsoft-powered offerings across Cloud & AI Platforms, AI Business Solutions and Security

• Shape joint go-to-market strategies and influence Microsoft investment toward EY-led pursuits.

• Drive co-sell alignment and executive-level engagement between EY and Microsoft.

Industrial Products & Aerospace, Defense & Manufacturing Sector Impact

• Demonstrate deep understanding of Industrial Products & Aerospace, Defense & Manufacturing operating models, commercial strategies, production environments, regulatory requirements, and competitive dynamics.

• Understand the key challenges facing the sector, including:

• Smart manufacturing and Industry 4.0 transformation

• Supply chain resilience and visibility.

• Engineering and product lifecycle modernization

• Factory, plant, and asset performance optimization

• Connected products, IoT, and servitization.

• Aftermarket services and field service transformation

• Workforce productivity and skills modernization

• Operational technology cybersecurity and regulatory compliance

• Responsible AI adoption

• Translate Microsoft technologies and EY solutions into outcomes that resonate with IP&ADM company executives, including profitable growth, faster product innovation, improved operational efficiency, resilient supply networks, higher asset utilization, enhanced quality, cybersecurity, data modernization, and AI-enabled business transformation.

• Build executive-level relationships across engineering, product development, manufacturing, operations, supply chain, aftermarket services, finance, risk, and technology functions.

• Establish EY as a trusted transformation partner for IP&ADM executives.

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.

• Integrating and leveraging digital sales agents across the entire sales lifecycle

• 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

• Bring deep Industrial Products & Aerospace, Defense & Manufacturing expertise and Microsoft technology knowledge to client conversations.

• Support the Microsoft Services Sector Leader and fellow Microsoft Sales Executives in representing EY’s Microsoft Alliance across the Industrial Products & Aerospace, Defense & Manufacturing market, helping connect EY and Microsoft teams and advance joint priorities.

• Help envision and activate a multi-alliance ecosystem that positions EY as the orchestrator of technology, services, and strategic partnerships.

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

• Influence account teams, alliance leaders, and pursuit teams through active market leadership and collaboration.

• Share market insights, industry trends, and leading practices that accelerate growth across the alliance.

Skills & Attributes for Success

• Hunter mindset with a strong bias for action, curiosity, and persistence

• Exceptional executive presence with the ability to influence senior EY, client 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, operations, engineering, supply chain, regulatory requirements, and business 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, consulting, technology, or enterprise solutions

• Demonstrated success as a net-new business hunter and sales producer.

• Direct experience selling to Industrial Products and Aerospace, Defense & Manufacturing clients.

• Deep understanding of IP&ADM business challenges and transformation priorities

• Experience partnering with Microsoft and participating in co-sell motions.

• Deep knowledge of Microsoft technologies, including:

• Azure & Cloud Platforms

• Data & Analytics

• Artificial Intelligence

• Cybersecurity

• Power Platform

• Dynamics 365

• Modern Work, Copilots & Agents

• Experience navigating complex, multi-stakeholder enterprise sales cycles.

• Strong executive relationship management and communication skills

• Bachelor's degree (or equivalent)

Ideally, You'll Also Have

• Big Four consulting or global systems integrator experience

• Experience selling large-scale business and technology transformation programs.

• Prior consulting, delivery, or program leadership experience

• Deep understanding of industrial products and aerospace, defense, and manufacturing ecosystems

• Proven team-selling and alliance-selling experience

• Experience integrating AI into business transformation initiatives.

• Coaching and mentoring capabilities

• Willingness to travel up to 50%.

What We Look For

• Successful Alliance Sales Executives at EY are growth creators. They identify opportunities before others see them, shape demand, orchestrate complex pursuits, and build trusted executive relationships that drive transformative outcomes.

• They combine commercial excellence, industry expertise, alliance leadership, and AI-enabled selling capabilities to help clients reimagine what is possible through technology. They are highly collaborative, digitally fluent, and passionate about helping Industrial Products & Aerospace, Defense & Manufacturing organizations accelerate growth, modernize operations, strengthen supply chain resilience, and unlock the power of data, cloud, and AI.

What we offer you

At EY, we harness our collective strength to empower you to shape your future with confidence through professional growth, personal fulfillment and an inclusive culture. Learn more at ey.com/us/careers.

• 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 this geographic location in the US is $221,410 to $254,000 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within this range 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.

• 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.

• To make the most of your application experience, please limit yourself to two applications within a six-month period.

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

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

• At EY, our values set the foundation for how we work and the behaviors we expect of our people. Any misrepresentation or falsification of information or lack of integrity at any point in the recruiting process may result in withdrawal of your candidacy, revocation of an offer or immediate termination of employment.

EY | Building a better working world

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All in to shape the future with confidence.

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