Negotiator EMEIA Strategic Deals - Director

Jobinhalt

At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better, too. Join us and build an exceptional experience for yourself, and a better working world for all.

The opportunity

As a Strategic Lead Negotiator Director Rank, you will provide negotiation and deal closing strategy and execution expertise for the most complex and largest pursuits as part of a multi-disciplinary team formed to advance EY’s ability to sell, shape and contract large transformational opportunities within the EMEIA area, including Managed Services opportunities. Your primary focus will be to represent EY’s financial and business objectives by developing and executing negotiation strategies and tactics that will enhance EY’s negotiation position, outcomes and win rates, including leading face-to-face negotiations to successfully close new business opportunities. You will work with EY professionals, leaders and clients on EY’s largest and most complex deals ranging from Managed Services to large consulting/SI/ERP implementations.

Your Key Responsibilities

• Effectively interact with pursuit teams to advise, prepare and lead them for client interactions and negotiations. **This rank will be assigned to the most complex opportunities (size and scope) in the Area.
• Lead development of creative solutions and persuasive arguments to help account teams overcome client barriers and obstacles, and handle internal team disputes (i.e., differences of opinions on the best strategy to employ) with minimal supervision.
• Own negotiation strategy for the development of Statements of Work (SOW) and Master Service Agreements (MSA), detailing essential information related to scope of services and associated terms and conditions, so profitability is not adversely impacted.
• Guide account teams on win themes, communication and pricing strategies and related areas during the development of EY’s response to Request for Proposals (RFPs).
• Assess client relationships, contractual terms, pricing and scope issues to maintain competitiveness and profitability during the bidding process.
• Lead and/or directly participate in client negotiations and collaborate in other client negotiations to execute planned activities.
• Identify coaching needs, develop and execute training approach; drive business meetings to develop partners, engagement leads and other account team members with key negotiating skills needed to support the pursuit, and to win the client engagement
• As required, facilitate internal training sessions and workshops for diverse audiences within Regions. Assorted topics could include deal shaping, service offerings, negotiation preparation and strategies, coaching on client discussion (i.e., script writing), contractual terms, and condition development strategies, etc.
• Exercise considerable independent judgment when analyzing information and evaluating results to recommend the best strategy and solution.
• Identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Solution-oriented and makes sound decisions quickly, given tight timeframes.
• Demonstrate versatility in a constantly evolving environment with a wide variety of social styles.
• Influence / challenge the Account Team to optimize the chances of winning.
• The Director rank Lead Negotiator may serve as a Counselor and/or Lead Reviewer to other Lead Negotiators
• Provide coaching and feedback to new and less experienced pursuit team members as appropriate.
  
  

Skills And Attributes For Success

To qualify for the role you must have

• Ability to exercise considerable independent judgment when analyzing information and evaluating results to recommend the best negotiation strategy and tactics.
• Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches
• to problems.
• Establish credible relationships and become a trusted advisor and pursuit leader for specific Region leaders and account team member.
• Ability to interface with the most senior leaders at client organizations (CFO, Controller, etc.) with limited guidance or
• oversight from others.
  
  

Ideally, you’ll also have

• Purchasing/Procurement certification Chartered Institute of Procurement & Supply (CIPS), CAPM ) preferred
  
  

What We Offer

As part of this role, you’ll work in a highly integrated, global team with the opportunity and tools to grow, develop and drive your career forward. Here, you can combine global opportunity with flexible working. The EY benefits package goes above and beyond too, focusing on your physical, emotional, financial and social well-being. Your recruiter can talk to you about the benefits available in your country. Here’s a snapshot of what we offer:

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.
  
  

Please apply to this role only through the ‘Apply’ link (not through the local office). Your application will then be routed to the appropriate recruiting team.

The exceptional EY experience. It’s yours to build.

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