Microsoft Alliance Commercial Specialist - EY Global Delivery Services

The opportunity

• The Alliance Commercial Specialist is responsible for working with the Global Alliance Commercial Manager for one of EY’s largest and most strategic alliances to grow the investment year over year that we receive from our alliance partner. The Commercial Specialist will help manage the alliance relationship commercial activity including evaluating the alliance programs, contribute to enabling EY’s participation in the program across Member Firm localization. The specialist will develop a deep understanding of Microsoft’s investment programs and subject matter resource to increase the velocity of contracting while reducing systemic risk.

This role is part of the Global Alliance and Ecosystem Relationship Program which has responsibility for:

• Increasing Global sales and revenue, by leveraging EY’s alliance relationships to drive sales and delivery assisted and influenced by alliances across joint solutions, campaigns and active engagement in the field
• Increasing pipeline of EY opportunities through collaboration with alliance partner.
• Increasing win rates and reducing delivery risk through collaboration with alliances

Your key responsibilities

• Interact with the alliance partner and Global Commercial Manager to interpret new programs, develop plan for how EY will leverage and optimize programs, and coordinate across teams to define processes to execute upon the repeatable aspects of the program
• Drive enablement and execution of alliance investment programs across the Americas, LATAM, and Canadian markets, ensuring regional alignment with global strategy
• Engage with regional stakeholders including EY service line leaders, alliance partner teams, and market enablement leads to ensure alignment, localization, and execution of investment programs.
• Collaborate across teams   that manage on-going execution of programs Provide subject matter resource expertise and escalation support to sales and delivery teams across Sector and Regions
• Collaborate with Global Commercial Manager and Alliance Relationship Director for executive reporting on investment program performance
• Success will be measured by increased program adoption, reduction in systemic risk, and growth in alliance-attributed pipeline and revenue across the targeted regions.

Analytical/Decision Making Responsibilities:

• Manage complex relationships with multiple stakeholders often with competing priorities, and understand when to escalate to Global Alliance Commercial Manager, Alliance Relationship Director, or Alliance Leader
• Ability to balance evaluating and building new programs while running existing programs
• Evaluate activities, efforts, requests against agreed strategy and plan as well as EY policies
• Assess and prioritize and manage financial requests against limited/set budgets as defined by allocated investments

Skills and attributes for success

• 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
• Understanding of the specific technologies and solutions
• Ability to understand the broad array of technologies and solutions, client issues, and competitive landscape relevant for the Alliance
• Understand nuances and variables across technologies/solutions drive different marketing, sales, and delivery models  
• Understand how the business model for each technology/solution fits within EY’s strategy and the Alliance partner’s strategy
• Deep understanding of the consulting sales process and client-delivery process
• Ability to understand the technology and partner/EY sales model and apply understanding in order to interpret partner programs and how they should be applied within EY
• Ability to craft and refine executive-level content and communications
• Apply appropriate judgement and evaluate & prioritize appropriate programs and make high-level operational decisions

To qualify for the role, you must have.

• A proficient understanding of how Microsoft’s partner programs are executed at EY with a specific focus on engagement finances.
• Experience working for a global system integrator (GSI) and/or Big Four firm with exposure to complex partner programs, incentives, and investment programs from top tier software companies.
• Proven ability to contribute to teams to operationalize complex partner program requirements, processes, reporting, compliance, and portal management.
• Ability to leverage knowledge of programs to advise senior business leaders on how to maximize partner program benefits and minimize risks.
• Ability to work and influence multiple stakeholders in matrixed structures of large global partners.
• Strong skills to engage with senior leadership at partner organizations.
• Strong English speaking at negotiation level, strong influencing, and communication skills
• Enthusiastic, curious, high-energy individual, team motivator, uses a thought leadership approach.
• Working knowledge of Microsoft products and technologies
• Exposure to continuous process improvement and automation initiatives (and technologies), experience with process mapping, process documentation, internal audit preparation, facing audits, etc.

Supervision Responsibilities:

• Must be able to operate primarily independently to drive activation and engagement, direct activities of those in other practice areas or functions who do not report to the Alliance Commercial Specialist and be comfortable working with and providing guidance to resources senior to the Alliance Specialist.

Other Requirements:

• Working hours 9 am – 6 pm (local time Buenos Aries)
• Spanish and English fluency is required
• Ability to travel up to 10% as needed

Technologies and Tools

• Excellent with MS Excel and PowerPoint, Power Bi skills would be an added advantage.
• Good project management skills – project budgets, execution and tracking, reviews, strong time management skills including prioritizing, organizing, and tracking details and meeting a series of aggressive deadlines of multiple projects or assignments with varying completion dates.

What we look for

• Bachelor’s Degree preferably Business, Finance, Technology
• Postgraduate preferably MBA (Business, Finance)
• 12+ years of experience working in relevant technology and professional services environments.
• Proven experience collaborating with diverse stakeholders (both internal and external) in a virtual environment, across geographies.
• Location: Buenos Aries, Argentina

What we offer

EY Global Delivery Services (GDS) is a dynamic and truly global delivery network. We work across six locations – Argentina, China, India, the Philippines, Poland, and the UK – and with teams from all EY service lines, geographies, and sectors, playing a vital role in the delivery of the EY growth strategy. From accountants to coders to advisory consultants, we offer a wide variety of fulfilling career opportunities that span all business disciplines. In GDS, you will collaborate with EY teams on exciting projects and work with well-known brands from across the globe. We will introduce you to an ever-expanding ecosystem of people, learning, skills, and insights that will stay with you throughout your career.

• Continuous learning: You will develop the mindset and skills to navigate whatever comes next.
• Success, as defined by you: We will provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We will give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You will be embraced for who you are and empowered to use your voice to help others find theirs.

About EY

EY | Building a better working world

EY 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 to the complex issues facing our world today.

If you can demonstrate that you meet the criteria above, please contact us as soon as possible.

The exceptional EY experience. It is yours to build.