Job description

At EY, we’re all in to shape your future with confidence. We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world. Government and Infrastructure – State Local and Education (SLED) Sales Executive Associate Director - CA Must be in Sacramento, CA Our Business Development function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The G&I Sales organization shapes and drives an integrated sales strategy across EY's largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture. The opportunity As a State Local and Education (SLED) Sales Executive (SE) supporting the State of California in EY’s Government and Infrastructure you'll focus on identifying, qualifying, and winning large net-new competitive pursuits. Focus areas include all EY capabilities with emphasis on technology solutions. You'll apply your deep understanding of your client's issues and challenges, leveraging the firm's capabilities to originate and drive new business opportunities, increasing revenue, and deepen customer relationships. You'll contribute to the account strategy and relationship development across the State of California account. Your key responsibilities Responsibilities will include: • Prospecting and lead generation (i.e., demand generation) • Develop and manage a multi-year sales pipeline. • Client relationship management. • Develop compelling win strategies and remain engaged through contract award. • Sales presentations and sales process management include developing and presenting gate review (i.e., deal enablement) content for the qualification phase. • Negotiations of teaming agreements with industry partners, ability to support negotiations of terms and conditions. • Spend approximately 80% of your time actively engaging with your clients. • Spend approximately 20% of your time on strategy and management initiatives. 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 the leadership team and service lines to drive a coordinated market effort. With natural coaching skills, you'll inspire others with your actions in the market. You'll be a trusted advisor to the EY account lead (GCSP) and the account team, acting in a consultative manner. You'll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth. To qualify for the role, you must have: • 10-12+ years’ experience as a business development executive. • A proven record of selling complex technology solutions to "C" level executives in the SLED space specifically for the State of California • Industry relationships with potential teaming partners, alliances, MBE/WBE small businesses, and competitors. • Outstanding client management and relationship skills, strong executive presence and influencing skills. • Solid understanding of the marketplace, industry, competitive intelligence, and account information. • Demonstrated expertise in managing and resolving conflict. • Bachelor’s Degree Ideally, you'll also have: • Strong coaching and mentoring skills. • Team selling experience. What we look for In our search for an exceptional Sales Executive, we prioritize an individual contributor who is dedicated to originating and securing new deals. The ideal candidate will adeptly navigate complex sales cycles, engaging with multiple client stakeholders to drive successful outcomes. The ability to provide insightful input on sales strategies and contribute to shaping our go-to-market approach is essential, ensuring that our team remains competitive and aligned with market demands. What we offer you At EY, we harness our collective strength to empower you to shape your future with confidence through professional growth, personal fulfillment and an inclusive culture. Learn more at ey.com/us/careers. • 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 is: • • New York City, Boston, and Washington DC Metro Areas, Washington State, and Southern California offices – $265,700 to $305,500 • Bay Area California offices – $276,700 to $318,300 • All other offices locations in the US, including Sacramento – $221,400 to $280,100 • Individual salaries within these 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. • 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. • To make the most of your application experience, please limit yourself to two applications within a six-month period. • EY accepts applications for this position on an on-going basis. • For those living in California, please click here for additional information. • At EY, our values set the foundation for how we work and the behaviors we expect of our people. Any misrepresentation or falsification of information or lack of integrity at any point in the recruiting process may result in withdrawal of your candidacy, revocation of an offer or immediate termination of employment. 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. All in to shape the future with confidence. 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 .

Requirements

Must-haves

At EY, we’re all in to shape your future with confidence.
We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world.
Government and Infrastructure – State Local and Education (SLED) Sales Executive Associate Director - CA
Must be in Sacramento, CA
Your key responsibilities
Prospecting and lead generation (i.e., demand generation)
Develop and manage a multi-year sales pipeline.
Client relationship management.
Develop compelling win strategies and remain engaged through contract award.
Sales presentations and sales process management include developing and presenting gate review (i.e., deal enablement) content for the qualification phase.
Negotiations of teaming agreements with industry partners, ability to support negotiations of terms and conditions.
Spend approximately 80% of your time actively engaging with your clients.
Spend approximately 20% of your time on strategy and management initiatives.
Skills and attributes for success
To qualify for the role, you must have:
10-12+ years’ experience as a business development executive.
A proven record of selling complex technology solutions to "C" level executives in the SLED space specifically for the State of California
Industry relationships with potential teaming partners, alliances, MBE/WBE small businesses, and competitors.
Outstanding client management and relationship skills, strong executive presence and influencing skills.
Solid understanding of the marketplace, industry, competitive intelligence, and account information.
Demonstrated expertise in managing and resolving conflict.
Bachelor’s Degree
Strong coaching and mentoring skills.
Team selling experience.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

goai

Platform: successfactors
Effort: medium

Benefits

Benefits detected in the listing.

Dental

401(K)

Paid Time Off