Location: Washington, Baltimore, McLean
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Alliance Sales Executive, Associate Director: ServiceNow: Federal and State & Local
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 ServiceNow Alliance Sales Executive (SN SE), you will operate at the front edge of growth for one of EY's most strategic alliances. This is a true sales hunter role-focused on originating net-new qualified opportunities, building pipeline, and closing revenue through deep partnership with ServiceNow and direct engagement with Federal and State & Local Government (SLED) clients.
You will be a market-facing, quota-carrying executive seller with deep expertise across the ServiceNow platform and GPS solution portfolio, including Customer Experience (CX), Mission Operations, Case Management, Cyber / Security Operations, and AI-enabled workflows. You will proactively create demand-identifying whitespace opportunities, shaping transformative conversations, and positioning ServiceNow-powered EY solutions that address the most complex public sector mission and operational challenges.
You will also be expected to embed AI-driven selling into every aspect of your role-how you prospect, identify patterns, qualify opportunities, orchestrate 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 Federal and SLED accounts by identifying mission gaps, operational pain points, and modernization opportunities
Drive sales across three core channels:
Direct client origination
ServiceNow GPS field-led co-sell motions
EY account team-led pursuits
Lead early-stage opportunity identification and qualification, independently shaping pursuits from signal detection through deal maturation
ServiceNow Alliance Leadership
Act as a trusted partner to ServiceNow GPS field teams, building credibility and mindshare across account executives, solution consultants, specialists, and sales leadership
Evangelize and position EY's ServiceNow-powered GPS offerings, including:
Constituent and citizen CX transformation
Mission operations and workflow automation
Case and program management at scale
Cybersecurity and Security Operations (SecOps) workflows
AI-enabled and agentic service delivery
Shape joint go-to-market motions and influence ServiceNow investment toward EY-led GPS pursuits
Government & Public Sector Impact
Demonstrate deep understanding of Federal and SLED environments, including funding and appropriations, procurement vehicles, compliance and policy drivers, security constraints, and mission accountability
Translate ServiceNow platform capabilities into outcomes that resonate with public sector executives, such as:
Improved constituent and citizen experience (CX)
Faster, more resilient mission operations
Scalable case and benefits management
Integrated cyber and security operations
Responsible, governed AI adoption at mission scale
Build trusted executive relationships to position EY as a long-term transformation and orchestration partner
AI-Enabled Selling & Innovation
Infuse AI across 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
Leveraging agentic and digital sales assistants to accelerate pursuits
Champion AI-enabled EY and ServiceNow GPS solutions, demonstrating technical credibility, governance discipline, and mission impact
Serve as a role model for modern, AI-forward public sector selling at scale
Market Leadership & Collaboration
Deep GPS domain knowledge and ServiceNow workflow platform expertise, with the ability to convert both into enterprise-scale government transformations
Serve as the face of EY's ServiceNow Alliance within GPS, and the face of EY to ServiceNow's Federal and SLED leadership
Envision and activate a multi-alliance ecosystem, positioning EY as the orchestrator of platforms, partners, and services delivering mission outcomes
Orchestrate cross-service-line and cross-functional teams to bring the best of EY to pursuit opportunities
Influence and coach peers and account teams through market leadership-not authority alone
Skills & Attributes for Success
Proven sales hunter mindset with persistence, creativity, and urgency
Strong executive presence with the ability to influence senior government, EY, and ServiceNow leaders
Comfortable navigating complex, matrixed, alliance-driven environments
Consultative, mission-oriented selling style
Strategic thinker who connects workflow technology, AI, policy, funding, and mission outcomes
Data- and AI-literate, using insights to shape strategy and storytelling
Contributes sales expertise during the entire sales lifecycle to include RFPs/proposals
Continuously brings competitive, market, and partner intelligence to shape win strategies
Maintains rigorous forecast and pipeline discipline (services and NNACV)
Ensures opportunities are well-qualified, documented, and executive-ready
Leads pricing, pursuit, and deal-shaping discussions in partnership with account and delivery leaders
To Qualify, You Must Have
10+ years of quota-carrying enterprise sales experience in professional services, technology, or platforms
6+ years of ServiceNow sales experience, including co-sell and channel-led motions
Demonstrated success originating net-new government business, not purely account coverage
Direct experience selling to Federal and/or SLED clients
Deep knowledge of ServiceNow capabilities across:
CX / CSM and constituent services
Case & program management
Mission workflow automation
Security Operations (SecOps)
AI-enabled and intelligent workflows
Experience with the broader ServiceNow partner ecosystem and how ServiceNow fits into a multi-vendor landscape
Big Four or large SI selling experience
Exceptional executive communication and stakeholder management skills
What We Look For
EY Alliance Sales Executives are growth creators and market shapers. You proactively create demand and shape pursuits-helping government clients re-imagine service delivery, mission execution, security, and trust through ServiceNow-powered, AI-enabled transformation.
You are digitally fluent, mission-driven, and deeply connected across your clients' technology landscapes, elevating conversations from systems and workflows to measurable public outcomes and long-term value.
What we offer you
At EY, we'll develop you with future-focused skills and equip you with world-class experiences. We'll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more .
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 all geographic locations in the US is $221,410 to $280,070 plus participation in an incentive compensation program applicable to Sales Executives. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $265,650 to $318,290 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within those ranges 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.
Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year.
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.
EY accepts applications for this position on an on-going basis.
For those living in California, please click here for additional information.
EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.
EY | Building a better working world
EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.
Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.
EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.
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