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Alliance Sales Executive, Associate Director: Microsoft - State & Local Government
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 Microsoft Alliance Sales Executive (MSFT SE), you will operate at the front edge of growth for EY's largest and fastest-growing alliance. This is a true sales hunter role-focused on originating net-new opportunities, building pipeline, and closing revenue through deep partnership with Microsoft and direct engagement with State & Local Government (SLG) clients.
You will be a market-facing, quota-carrying executive seller with deep expertise across Microsoft's enterprise technology stack and a strong command of the State and Local public-sector landscape. You will proactively create demand, not respond to it-identifying whitespace opportunities, shaping transformative conversations, and positioning Microsoft-powered EY solutions that address the most complex challenges facing state and local governments.
You will also be expected to embed AI-driven thinking and tools into every aspect of your sales 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 State & Local Government by identifying unmet needs, emerging priorities, and transformation opportunities
Drive revenue across three core channels:
Direct client origination
Microsoft 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
Microsoft Alliance Leadership
Act as a trusted partner to Microsoft SLG field teams, evangelizing for EY building credibility and mindshare across account executives, specialists, and solution leadership
Evangelize and position EY's Microsoft-powered offerings across Cloud & AI Platforms, AI Business Solutions and Security
Shape joint go-to-market motions and influence Microsoft investment toward EY-led pursuits
State & Local Government Sector Impact
Demonstrate deep understanding of state and local government missions, funding models, procurement cycles, policy drivers, and risk constraints
Translate Microsoft technology capabilities and EY's MSFT powered solutions, into outcomes that resonate with public-sector executives, including resiliency, trust, citizen experience, data modernization, cybersecurity, and AI-enabled government
Build executive relationships across agencies, departments, and jurisdictions to establish EY as a strategic transformation partner
AI-Enabled Selling & Innovation
Infuse AI into 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
Champion AI-enabled EY and Microsoft solutions with credibility, demonstrating both technical fluency and business impact
Serve as a role model for modern, AI-forward sales execution, helping elevate sales effectiveness across teams
Market Leadership & Collaboration
Deep sector and Microsoft technology expertise, with the ability to translate that knowledge into enterprise-scale transformations that deliver measurable business outcomes.
Be the face of EY's Microsoft Alliance within EY's State & Local Government business and the face of EY to Microsoft SLG teams
Orchestrate cross-service line and cross-functional teams to bring the best of EY to pursuit opportunities
Coach and influence account teams and peers through active leadership in the market-not authority alone
Skills & Attributes for Success
Hunter mindset with a strong bias for action, curiosity, and persistence
Exceptional executive presence with the ability to influence senior government and Microsoft stakeholders
Proven ability to navigate and succeed in a highly matrixed, alliance-driven environment
Consultative selling style-trusted advisor, not transactional seller
Strategic thinker with the ability to connect technology, policy, funding, and mission outcomes
Comfortable leveraging data and AI insights to guide decisions and storytelling
To Qualify, You Must Have
10+ years of quota-carrying sales experience in professional services, technology, and/or enterprise solutions
Demonstrated success as a net-new business hunter, not solely an account or alliance manager
Direct experience selling to State and Local Government clients
Strong Microsoft ecosystem experience, including co-sell and channel-led motions
Deep knowledge across Microsoft's enterprise stack, including:
Azure & Cloud Platforms
Data, Analytics & AI
Cybersecurity
Power Platform & Low-Code Solutions
AI Foundry
Prior experience selling at a Big Four firm or large global systems integrator
Exceptional client relationship management and executive communication skills
Bachelor's degree (or equivalent)
Ideally, You'll Also Have
Technical background or delivery/program leadership experience
Experience selling large, complex, multi-stakeholder transformation programs
Strong coaching and mentoring capability
Proven team-selling experience across alliances and solution teams
Willingness to travel up to 50%
What We Look For
Successful Alliance Sales Executives at EY are growth creators. You proactively shape demand, pursuits and win strategies, bringing differentiated points of view, to help clients re-imagine what's possible through technology-particularly AI-powered transformation.
You are digitally fluent, AI-enabled, and deeply connected across your clients' ecosystems. You collaborate to design the right solutions while challenging assumptions and elevating conversations-from technology to mission impact.
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.
EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law.?
EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY's Talent Shared Services Team (TSS) or email the TSS at ssc.customersupport@ey.com .
