EY Deal Lead, Senior Manager in Salt Lake City, Utah
Deal Lead, Senior Manager
Core Business Services
Requisition # UNI00GEE
Post Date Oct 30, 2020
Function: Global Markets
Sub Function: Global Managed Services
Job Rank: Senior Manager
Reports to : Area Deal Lead
Managed Services is a critical component of the EY Vision 2020+ strategy and a new area of growth for the firm. GMS is already a $5.3 Billion business (FY20), a target of $6 Billion in FY21 and has plans to grow in excess of $10 Billion over the next few years. In order to meet this strategic objective we are undertaking a change in our operating model to enable our Areas (Americas, EMEIA, APAC) to have the right team in place for Managed Services pursuits.
As a Deal Lead, your objective is to support the upfront qualification, design and overall execution of complex Managed Services pursuits, focusing on priority solutions and other solutions as required, as well asopportunity generation with client teams and business development teams as required.
Your Key Responsibilities:
You will work directly with EY professionals, leaders and clients to pursue complex managed services opportunities, to define and execute win strategies as well as to shape, price and contract for large deal opportunities. As a member of the Global Managed Services Team, you will:
Support upfront qualification of complex managed services pursuits.
Support the pursuit leader with the execution of the complex MS pursuit for our clients, including the pursuit strategy/needs, client requirements, value proposition, shape of commercial deal/principles and client/EY stakeholder approvals.
Design the win strategy for complex managed services pursuits including the development of the value proposition for the client as well as the shape, structure and approach of the pursuit.
Support and lead (where appropriate) the engagement, building strong relationships with key client stakeholders throughout the pursuit.
Mobilise and lead specific managed services pursuits as well as coaching other EY colleagues in performing this role.
Engage and manage EY senior leadership stakeholders throughout the pursuit and approvals process, clearly explaining deal economics, financial risk, and value.
Work closely with EY teams across globe on pursuits – including service lines, PMO, delivery, pricing, contracts/legal
Ensure a formal win/loss review is undertaken for the pursuit and we capture knowledge into EY enablers that can be used to support future MS pursuits – e.g. deal structures and terms
Identify opportunities to increase the overall attractiveness of MS pursuits to both the client and EY, balancing understanding the implications of identified risks and achieving the best outcomes for EY and the client.
Support the transfer of the client relationships and pursuit knowledge to the MS delivery teams to ensure the ongoing management of the commercial aspects of contracts and to ensure learning is captured as engagements are delivered.
Participate in training sessions and/or events for EY account teams, managed services markets and delivery teams, and contribute to the sharing of success stories across the firm to showcase “gold standard” deal execution.
Develop high-performing teams – manage and develop people through effective leadership, coaching and mentoring and support the recruitment of talent into the Managed Services Team.
The job title does not define or limit your duties and you may be required to carry out other work within your abilities from time to time on request
Skills and attributes for success
Strong complex Managed Services pursuit experience
Experience in professional services and/or outsourcing firms
Experience of working in a geographically spread business and work in agile environments
Strong consulting skillset to develop deal strategies, engage cross-functional teams and develop quality outputs
Strong business partnering skills enabling working across teams.
Demonstrated strong organization skills, with capability to work independently to plan, structure, and execute pursuit activities.
High attention to detail and ability to produce work product of consistently high-quality under pressure (time & outcomes)
Ability/credibility to influence key EY and client stakeholders on pursuit and deal strategies & outcomes - personal style, experience and approach
A high level of drive, ability to work independently and deal effectively with ambiguity and change
Broad industry sector experience preferred
Strong executive presence and written and verbal communication skills for client C-Suite and EY senior stakeholders
To qualify for the role, you must have
10+ years of experience of leading complex multi-geography managed services pursuits
10+ years of working in a complex managed services environment
Demonstrated experience in Managed Services life cycle and global complex deals
Experience of formal procurement-led pursuits (e.g. RFPs) as well as sole source pursuits
Strong client-service, consulting and delivery skills.
Strong experience of commercial negotiation, business development and delivery (minimum 10 years of relevant experience)
Working with client and delivery teams to co-develop solutions to meet the needs of the business
Working knowledge of finance, banking, risk, compliance or tax processes
Strategic business acumen and understanding of organization strategy and ability to design business processes accordingly
Experience in professional services and/or outsourcing organisations
Has the ability to travel (up to approximately 70 % business trips)
Bachelor’s Degree required
MBA or Master’s Degree in Business, IT or related field preferred
Ideally, you’ll also have
in a professional services organization is an advantage
Experience and demonstrated success in a fast-paced, collaborative, entrepreneurial sales or deal-making environment.
Working knowledge of finance, banking, risk, compliance or tax processes
Self-awareness, high emotional intelligence and humility
A collaborative, teaming approach
A willingness to learn, try creative ideas and be open to new business models
A desire to mentor and share your skills with others who are learning our business
At EY we are united by our shared values and dedication to delivering exceptional client service. We offer an environment that supports inclusion and flexibility along with a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business.
As a global leader in assurance, tax, transaction and advisory services, we hire and develop the most passionate people in their field to help build a better working world. This starts with a culture that believes in giving you the training, opportunities and creative freedom to make things better. So that whenever you join, however long you stay, the exceptional EY experience lasts a lifetime.
If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible.
Build your legacy with us.
EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.