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Microsoft Alliance Client Executive (Business Development Lead)

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Core Business Services
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SIN00592 Requisition #

Join our Asia Pacific Microsoft Alliance Business Development team and you will support and execute go-to-market business development and go-to-market strategies with EY’s global alliance with Microsoft. As a Business Development professional, you’ll work with EY and Microsoft account teams to build relationships with our clients, drive new business, execute strong sales discipline 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.

 
About the opportunity
 

The role of the ASEAN Microsoft Alliance Business Development Leader will be responsible for facilitating the pursuit of new business, expanding existing business, and developing relationships at key buying influences which can include the “C Suite” level. The role will focus on supporting the Asia Pacific Microsoft Alliance business development strategy and deployment, and will manage the strategic relationship with Microsoft together with the Asia Pacific Microsoft Alliance Business Development Leader. This will include responsibility for opportunity pipeline development, joint go-to-market initiatives and solutions, establish and nurture executive level relationships with Microsoft leaders and our respective EY Services team.

 

The role will have a direct reporting line to the Asia Pacific Microsoft Alliance Business Development Leader, and a dotted line to the ASEAN Business Development Leader, and will be focused exclusively on driving Microsoft alliance sales and revenue for EY’s ASEAN region. The role will carry a sales quota, with an appropriate compensation package designed to be challenging, achievable, and rewarding. This package will include a bonus structure that is linked to both personal performance and the region’s achievement of its agreed Microsoft Alliance sales quota.

 

This position is based in Singapore and covers all of EY’s ASEAN region, including Singapore, Malaysia, Indonesia, Vietnam, Thailand, Philippines, and other ASEAN nations.

 
 
About you
 

In your role as ASEAN Microsoft Alliance Business Development Leader, you’ll be responsible for:

 
  • Pursuits and Opportunity Development:

    • Identify must-win opportunities and collaborate with key EY and Microsoft stakeholders to build an effective team which can meet the potential client’s objectives.

    • Drive selected pursuits, integration and pull-through on top-end opportunities where applicable

    • Enable regional client-facing teams with strong sales discipline, rigorous pipeline management and regular cadence and reporting

    • Establish and maintain clear and consistent alliance reporting

    • Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients’ needs.

    • Provide regular updates on pursuit progress to firm leadership.

    • Engage all relevant EY resources to improve account penetration and win rates.

    • Develop closing and negotiation strategy with the bid team.

Business Development strategy and execution:
  • Support strategic GTM sales opportunities across the ASEAN region by working with the appropriate EY and Microsoft alliance teams

  • Develop and maintain a good level of understanding of the Microsoft ecosystem

  • Foster strong executive relationships between Microsoft and EY.

  • Manage and build relationships with EY account teams and across the Microsoft organisation to evangelise the initiative, drive sales engagement and results

  • Collaborate on a yearly sales and/or account plans in alignment with the firm’s integrated revenue planning process, Microsoft Alliance ambitions, growth with goals, and market execution plan that aligns with Global and Area Sales Plans

  • Contribute to and manage the overall Microsoft Sales pipeline for the ASEAN region

  • Align with Microsoft ASEAN counterparts on EY plan and activities to drive incremental sales and enhance the relationship.Ensure Exceptional Client Service (ECS) is incorporated in all external and internal encounters by utilizing EY’s sales methodologies, tools and enablers 

Alliance Enablement:

  • Manage all aspects of Microsoft alliance communications to ensure that key ASEAN wins are recorded, tracked and communicated to the field.

  • Leverage and share alliance trends, industry issues, and competitive intelligence

  • Align with Global and Area alliance teams to ensure collateral is updated and communications are aligned and delivered in a timely manner. 

To qualify for the role you must have:

  • A Bachelor degree with relevant post graduate/professional qualification is desirable

  • Proven experience in channel management and/or sales/sales management with minimum 10 years of complex and innovative solution sales experience

  • Demonstrated and extensive experience of related complex technology solutions consulting and sales experience

  • Experienced working in a partnership/professional services environment preferred.

  • Experienced in working within a matrix organization - balancing the needs of the client against firm initiatives and goals.

  • Proven ability to influence multiple key stakeholders in multiple countries to achieve objectives

  • Team player able to work effectively across virtual teams to solve client and partner issues, leverage best practice and deliver results

  • Mastery of key elements of the pursuit process

  • Passion for execution

               

Ideally, you also have:

  • Strong boardroom gravitas (able to influence without authority)

  • Excellent sales, facilitation, training and coaching skills

  • Skilled in conflict resolution and change management

  • Strong sales discipline and the ability to execute a long-term, large dollar sales pursuit with rigour

  • Knowledge on how to build a virtual team
  • Ideally have some Microsoft experience to understand and articulate value proposition for Microsoft and align it with EY values.

  • Cloud computing services savvy architecture/solution vision, especially Azure, would be an advantage


What we look for

Highly motivated individuals with genuine creative flair, and the ability to convey and sell a creative vision to stakeholders and the ability to prioritize shifting workloads in a rapidly changing industry. To make that happen, you’ll need the strategic skills and executive presence to give authoritative, realistic advice every time. An effective communicator, you’ll be a confident team player that collaborates with people from various teams while looking to develop your career in a dynamic organization.

 

You will have excellent communication and interpersonal skills, plus an ability to build mutually beneficial relationships with clients and colleagues from a range of backgrounds and cultures based on knowledge, experience and personal values.

 

We are looking for a driven, organised, conscientious and analytical individual with proven leadership skills working with demanding and senior stakeholder within an ever-changing environment.

 
What working at EY offers

EY offers a competitive remuneration package where you’ll be rewarded for your individual and team performance. We are committed to being an inclusive employer and are happy to consider flexible working arrangements. Plus, we offer:

 
  • Support, coaching and feedback from some of the most engaging colleagues around

  • Opportunities to develop new skills and progress your career

  • The freedom and flexibility to handle your role in a way that’s right for you

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