Deal Lead

The Deal Leader (DL) Director rank, leads the most strategic, complex, and largest pursuits (e.g. assurance/audit) in the Area portfolio across all key phases, up until close. The objectives and purpose of the Deal Leader role is to develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial savviness, and a strategic mindset to properly position the firm’s strongest win-win value proposition to the client to win new business opportunities.The opportunityThe Deal Leader has responsibility for mobilizing the right pursuit skills and team, and collaborating with key stakeholders to effectively respond to the potential client’s needs and opportunity. This role assesses, makes recommendations, and updates Area Pursuit and BD Leadership, Client Service Partners and Firm leadership to continue or stop the opportunity/pursuit.Your key responsibilitiesSupport global priority pursuits resulting in contracted “win” sales revenue in excess of the $50mm Total Contract Value(TCV)Provides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decisions (e.g., win strategy, client requirements/needs, competitive analysis, solution, pricing for value, commercial deal principles, Client facing deal assumptions, and Client/EY stakeholder engagement)Executes firm’s Gold Standard Pursuit Process (GSPP) throughout pursuit with key stakeholders, continuously confirming expectations and outcomes are aligned between Client and EYAssesses pursuit team skills, resources and level of support required for pursuit, providing best opportunity to winProvides leadership, coaching, and mentoring across all team members executing against pursuit process (Pursuit Team, Service Line, Delivery, Account Team, etc.), developing high-performing pursuit teamsDrives the momentum of pursuits and team members to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain highDrives quality and efficiencies through pursuit process and controls, delivering highest quality end productEngages and manages EY senior leadership throughout the pursuit and approvals, articulating with clarity, win themes, sources of client value delivered, competitive positioning, solution details, deal economics, commercial considerations, and deal risk (e.g., economic, reputation, media, relationship)Supports the transfer of pursuit knowledge, learnings, and client relationships to delivery teams, ensuring the ongoing management of the commercial aspects of contractsConducts formal win/loss reviews to capture knowledge, improving future strategic pursuits (e.g., deal structures and terms)Participates in EY training sessions and events, sharing of success stories across the firm to showcase “gold standard” deal executionDelivers formal feedback to pursuit team members during and post pursuit, including, but not limited to the Global Client Service Partner (GCSP), Center of Excellence (COE) individuals, other Pursuits Group team members, etcExecutes firm’s Gold Standard Pursuit Process (GSPP), determining whether of not EY should start or continue expending resources towards a pursuit relative to client commitment and understanding (e.g., timing is right, is a priority when matched against other initiatives, urgency/burning platform, committed executive sponsor and known Buyers, client willingness to provide information/data, and agreed to decision criteria, process, and timeline)Identifies and clearly articulates value beyond quantifiable cost reduction into other, often harder to quantify value components (e.g., improved service, risk reduction, etc.Shapes the right deal through ongoing evaluation of the intersection of scope, pricing, and terms from submission to selection. Understanding any proposed variations or adjustments to EY’s offer necessitate our ability to make appropriate counter-balancing adjustments (e.g., more fees for more risk or scope and vice – versa)Skills and attributes for successHas “consultative” client-service mindset from professional services or strategic sourcing experienceProven Business transformation, IT transformation, and strategic sourcing pursuit execution in fast-paced, collaborative, or deal-making environmentExperienced working in a geographically spread business and agile work environmentExhibits key principles and practices of other pursuit roles (e.g., deal manager, solution architect, commercial architect, lead negotiator, and creative designer):Client-centric pursuit messaging and win themesLead negotiations in a disciplined fashion to optimize the outcome for EYClient centered end-to-end visual communication strategies to convey EY’s win themesSkilled in identifying sources of expected client value creation to differentiate EY from other alternativesHas strong individual presence leading and working across teams, developing trusted relationships based on thought leadership and extensive pursuit experience and deal acumenSkilled at “connecting the dots” across multiple dimensions of pursuit execution, with insightful perspective to anticipate (e.g., see around the corner), navigate complex situations, and shape EY’s response to the client buying needsBrings relevant quantitative and qualitative commercial acumen to lead pursuit teams define and distinguish a good dealInfluences pursuit team to assess and use the full breadth and depth of EY’s experiences, capabilities, and resources to best position EY to winDemonstrates high level of credibility to influence key EY and client stakeholders on pursuit and deal strategies & outcomes, including boardroom gravitas (able to influence without authority) - personal style, experience and approachProduces consistently high-quality outcomes meeting time-sensitive commitmentsHas excellent communication skills (written and verbal)Works as individual contributor operating with considerable autonomy and minimal direction in leading pursuitsServes as a Counselor and/or reviewer to other pursuit team membersCoaches resources including client serving who do not reside within the BD organization and will be expected to inspire others through action in the marketplaceEmbraces shared philosophy that “great teams” execute a consistent set of behaviors aligned with being a:o Trusted Strategic Advisor – Build Trust and credibility by proactively providing forward-thinking insights and guidance to help pursuit teams develop and execute a winning pursuit strategyo Gold Standard Champion – Execute EY’s “gold standard” pursuit process process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winningo Win-Win Advocate – Drive internal and external clients towards outcomes that deliver compelling and sustainable results for both the client and EYo Creativity and innovation Driver – Inspire and challenge teams to differentiate EY through innovative strategies, experiences, and deliverables that compel our clients to choose EYo Inspirational Change Agent – Invest in developing world-class talent, methods, tools, and capabilities to deliver better results, create exceptional experiences, and develop transformative leaders and teamsModerate to frequent travel will be requiredIdeally, you’ll also haveUniversity/Bachelor’s degree or equivalent qualification required, MBA or master’s degree (or equivalent qualification) in Business, Accounting, IT or related field preferred15+ years experience with complex deals through formal procurement-led pursuits (e.g. RFPs) and non-RFP sole source pursuits10+ years of experience leading multi-geography strategic and commercially complex pursuits, working in a delivery environment with multiple resourcing capabilities (e.g., onshore, nearshore, offshore, consulting, strategy)Full pursuit life cycle experience from opportunity identification through to contract closePreferred working knowledge of finance, assurance/audit, banking, risk, compliance or tax processesPreferred execution experience in assurance/audit or commercially complex dealsWhat we offerThe compensation ranges below are provided in order to comply with United States pay transparency laws. Other geographies will follow their local salary guidelines, which may not be a direct conversion of published US salary range/s. 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 salary range for this job in most geographic locations in the US is $298,200 to $574,000. The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $357,800 to $652,300. 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. 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.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.If you can demonstrate that you meet the criteria above, please contact us as soon as possible.The exceptional EY experience. It’s yours to build.EY | Building a better working worldEY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets. Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate. Working across assurance, consulting, law, strategy, tax and transactions, EY teams ask better questions to find new answers for the complex issues facing our world today. EY is an equal opportunity, affirmative action employer providing 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, type Option 2 (HR-related inquiries) and then type Option 1 (HR Shared Services Center), which will route you to EY’s Talent Shared Services Team or email SSC Customer Support at ssc.customersupport@ey.comNearest Major Market: New York CityNearest Secondary Market: NewarkSelect how often (in days) to receive an alert:EY refers to the global organization, and may refer to one or more, of the member firms of Ernst & Young Global Limited, each of which is a separate legal entity. Ernst & Young Global Limited, a UK company limited by guarantee, does not provide services to clients.

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