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Alliance Sales Executive, Associate Director - SAP (Tax Integration)
Our Sales & Strategic Pursuits (S&SP) function brings together technology, business, sector, account knowledge along with EY competencies and solutions to meet unique client needs and opportunities. The S&SP organization is a catalyst for market leading growth, shaping, and driving an integrated growth strategy across EY's largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.
The opportunity
To support our continued growth and maximize our market impact we are seeking a dedicated Tax Integration Sales Executive within our SAP Alliance Sales team to focus on large multinational companies within the U.S. market.
Although corporate taxes are typically a top five expense/cashflow item for multinational organizations, support from legacy ERP landscapes has typically been significantly lacking. Alongside this, the complexity of global tax reporting (granular and in real-time) has increased exponentially in the last decade with further (dramatic) change on the near horizon. For these reasons, finance transformation, in conjunction with re-platforming of ERP in SAP's next generation S/4HANA Cloud landscape (and through corresponding, complementary technology from SAP and other vendors to address data management, agentic AI, supply chain, and procurement etc) make up one of the biggest opportunities for our clients to improve and 'future proof' their corporate tax functions and associated organizational-wide tax processes.
EY's U.S. SAP Tax Integration team (within our Tax Technology and Transformation practice) is the clear market leader in aligning complex tax and regulatory requirements with the finance/ERP transformation agenda, with a strong track record in delivering quantifiable value and enviable credentials across multiple industry sectors. We work with the largest and most complex companies; this is a space where you will be working on highly publicized projects.
As the SAP Alliance Sales Executive (SE) for Tax Integration, you'll be a market-facing, experienced seller and subject matter expert, relentless in driving the pursuit of new business, driving alliance partner pipeline and sales for EY by originating deals across three channels: clients, the SAP field teams and EY account teams.
Your key responsibilities
As an SAP Alliance SE, you'll be responsible for leading the Alliance sales activity by delivering against defined sales and pipeline targets. You'll build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market.
1. Understand and continually refresh your understanding of the Voice of the (Tax) Customer
Our market-leading reputation is the direct result of having a team who have developed a deep understanding of:
The highly complex responsibilities that corporate tax functions have to administer (across multiple tax types and geographies)
How next generation enterprise technology may optimally be deployed to address tax requirements and realize value.
What it takes (practically, culturally, organizationally) to align the tax agenda with the enterprise IT roadmap.
Your success in this role will similarly require you to build and continually maintain a strong understanding of the evolving tax landscape and the pressure it places on our clients for high quality enterprise data/technology support. You will build trusted relationships with the SAP Tax Integration team who are on the 'leading edge' of these issues with our clients. You will also develop relationships with broader U.S. and Americas Tax leadership. Collectively, they will keep you sharp and market relevant and will be mutually invested in your success.
2. Demand Generation
Originating, identifying, and qualifying new SAP Tax Integration opportunities will be your primary responsibility as a Sales Executive. Armed with market context (the Voice of Customer) you will:
Maintain a proactive (day to day) relationship with other SAP and Alliance Sales Executives, to ensure that the tax agenda has been addressed within the broader EY SAP consulting pipeline in joint tax/consulting pursuits. You will identify and act on any teaming opportunities between tax and other EY competency areas in these pursuits, where we can bring additional client value/synergy around a particular client business issue.
Build relationships with U.S. and Global leadership in our SAP Consulting and Alliances Ecosystem to ensure sustained strategic alignment.
Establish a 'brand' within your assigned accounts/sectors of being a first-line resource who can qualify tax Integration opportunities and provide competitive knowledge.
Help us drive demand for tax only engagements through networking in the tax service line.
Make sure that account/campaign actions are identified (and driven) across the multiple stakeholders (EY and client) associated with pursuits.
Exercise judgement regarding those opportunities where you should differentially invest your time in the Pursue and Closing stages of the pursuit lifecycle.
Diligently maintain pipeline entries within our Microsoft Dynamics CRM tool to ensure your pipeline reflects the realities around the pursuits you are active in supporting, and your personal contribution to success.
Proactively document SAP Tax Integration success stories across and share across your network to drive new 'pull' (demand) from account teams.
Actively promote and fully support any Global or Americas Tax Technology campaign efforts to drive demand.
Collaborate with the leaders of our SAP Tax Integration practice to develop innovative campaigns, initiatives, and go to market materials to increase demand.
3. Trusted Relationship Executive
You will establish yourself as a trusted executive that bridges the tax and IT domains by:
Establishing trusted relationships with U.S. Tax Technology and Transformation partners, managing directors, and senior managers, and broader tax practice contacts on accounts/pursuits.
Establishing similar trusted relationships with EY Sector stakeholders - including with overall, tax, and SAP Sector Leadership and Industry & Accounts Sales Executives
Building and expanding existing Tax Technology executive relationships with priority assigned accounts.
Building trusted relationships and establishing cadences with critical partner stakeholders (i.e. SAP and related technology providers)
Teaming with US and global SAP team on targets, deal architecture, and delivery across the spectrum of SAPs strategy
Skills and attributes for success
You'll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across sales teams, leadership teams, and industry sector teams to drive a coordinated market effort. Possessing natural coaching skills, you'll inspire others with your actions in the market. You'll be a trusted advisor to clients, SAP and EY's account teams, acting in a consultative manner.
You'll be the catalyst that pulls sta
