Alliance Manager - Associate Director

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 100 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 opportunity

Alliances are a critical aspect of the go-to-market strategy for the firm. To achieve our revenue targets, we have identified priority go-to-market focus areas for each alliance. These priority areas are the most strategic programs for EY Strategic Alliances and are intended to drive revenue at scale.

The Cyber Alliance Relationship Associate Director is responsible for working with EY alliance and sales teams to manage the day-to-day aspects of the alliance relationship, including relationship collaboration and governance, alliance program oversight, contracts and compliance management, sales and pipeline discipline, and performance intelligence. This is a strong opportunity to work across EY service lines, sectors, regions, and Cyber leadership to help activate alliance-led growth.

Your key responsibilities

Your role will sit within the Alliance and Ecosystem Relationship team that provides alliance relationship management oversight for the top EY alliances. Specifically, the Cyber ARD will work as part of the Cyber Alliance team, working directly with Cyber Alliance leadership, counterparts within Cyber, EY account and business development executives, regional go-to-market leaders, sector and solution leaders, and alliance partner counterparts to coordinate and deliver on the objectives of the alliance portfolio.

Your primary responsibilities will include:

• Execute Cyber alliance strategy, objectives, annual business priorities, and go-to-market program elements.

• Manage the joint pipeline and drive sales campaigns to generate new business, including sales discipline, account cadence, and opportunity tracking.

• Identify target account strategy in conjunction with Global and Region Go-To-Market Leaders, Alliance Relationship Directors, Sector leaders, Solution leaders, and account teams.

• Develop alliance messaging and value propositions, securing alignment and buy-in across Cyber leadership, alliance teams, and partner stakeholders.

• Facilitate top-to-top relationships and program management to mobilize strategic bets, accelerate field engagement, and drive action through governance activities.

• Drive results through disciplined, industrialized governance with clear accountability across service lines, practices, sectors, accounts, regions, and alliance partner counterparts.

• Execute U.S. business reviews and escalating issues with recommendations as appropriate.

• Gain access to partner programs, coordinating with Partner Operations to secure required approvals and maintain compliance.

• Deploy Cyber partner programs, including local activation, internal and external awareness sessions, and compliance with required program obligations.

• Deliver alliance intelligence with complete and accurate financial reporting, impact and influence tracking, sales insights, and performance analytics.

• Collaborate with Brand, Marketing and Communications to define marketing messaging, sales collateral, campaigns, events, and enablement materials.

• Coordinate with internal technology teams, Cyber practices, sector teams, and alliance partners to track development of demos, technical assets, and other sales enablement materials.

• Provide early-stage big-deal pre-sales support and help incubate target accounts with Alliance Client Executives and broader account teams.

• Contribute to the Global Alliance and Ecosystem Relationship network through content, knowledge sharing, market insights, and best practices.

Location and travel

This role is based in the U.S. You can anticipate a mix of virtual work along with regular coordination with team members across the U.S. and globally as needed. The role may require some travel, aligned to alliance priorities, field activation, executive governance, and key partner or client engagement needs.

Skills and attributes for success

To qualify for the role, you must have:

• 10+ years of related experience, including experience in alliance management, business development, technology, cybersecurity, or professional services.

• Ability to manage many activities while providing enablement across relationship management, governance oversight, marketing strategy, contract management, financial management, content management, operational support, and compliance.

• Strong understanding of cybersecurity technology, alliance partner solutions, and the business benefits of relevant alliance partner products and services.

• Demonstrated experience managing sales motions, pipeline development, account activation, and revenue-generating campaigns.

• Experience and evidence of success in building and nurturing win-win alliance relationships across complex stakeholder groups.

• Strong networking and influence management skills, with the ability to drive actions to outcomes across organizational boundaries.

• Highly credible communicator with excellent organization and project management skills and a proven track record delivering alliance sales and revenue growth.

• Strong ability to synthesize performance data, financial reporting, market signals, and field feedback into actionable insights for leadership.

Ideally, you’ll also have

• Experience working with cybersecurity alliance partners and activating joint go-to-market motions across regions, accounts, sectors, and service lines.

• Experience developing alliance business plans, governance cadences, sales enablement, executive briefings, and business reviews.

• Comfort engaging with internal and external senior stakeholders, including Cyber leadership, alliance executives, sales teams, partner operations, marketing, and account teams.

What we look for

• A seasoned go-to-market or alliance professional who can build strong relationships with internal and external stakeholders and bring creativity, judgment, and consistent quality to this critical part of the business for EY.

• A self-starter who can work independently while communicating progress, risks, and challenges with the broader team.

• Outcome-focused, business-builder mindset with strong sales orientation and growth discipline.

• Ability to manage and properly escalate complex issues with recommendations to leadership.

• Comfortable working with others within EY with unique personalities, cultures, and working styles, adapting approach to best interact and drive outcomes.

• Strong organizational skills and ability to multi-task in support of multiple projects at a time.

What working at EY offers

We offer a competitive total rewards package where you’ll be recognized for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development.

The EY Alliance and Ecosystem Relationships team is constantly evolving and developing new ideas and approaches for forming and managing ecosystem relationships. We strive for best-in-class service and are always looking to improve how we approach our alliance relationships.