Deal Lead

EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities. 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 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.To those objectives, the role is responsible for actively leading the pursuit and process with a bias for action, infusing large complex deal experience and know-how to elevate pursuit team thinking on the win strategy and pricing.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).Provide 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).Execute firm’s Gold Standard Pursuit Process (GSPP) throughout pursuit with key stakeholders, continuously confirming expectations and outcomes are aligned between Client and EY.Assess pursuit team skills, resources, and level of support required for pursuit, providing best opportunity to win.Provide leadership, coaching, and mentoring across all team members executing against pursuit process (Pursuit Team, Service Line, Delivery, Account Team, etc.), developing high-performing pursuit teams.Drive the momentum of pursuits and team members to ensure deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high.Drive quality and efficiencies through pursuit process and controls, delivering the highest quality end product.Engage and manage 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).Others:Support the transfer of pursuit knowledge, learnings, and client relationships to delivery teams, ensuring the ongoing management of the commercial aspects of contracts.Conduct formal win/loss reviews to capture knowledge, improving future strategic pursuits (e.g., deal structures and terms).Participate in EY training sessions and events, sharing of success stories across the firm to showcase “gold standard” deal execution.Deliver 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, etc.Analytical/Decision Making responsibilities:Execute firm’s Gold Standard Pursuit Process (GSPP), determining whether or not EY should start or continue expending resources towards a pursuit relative to client commitment and understanding.Identify and clearly articulate value beyond quantifiable cost reduction into other, often harder to quantify value components (e.g., improved service, risk reduction, etc.).Shape the right deal through ongoing evaluation of the intersection of scope, pricing, and terms from submission to selection.Skills and attributes for successTo qualify for the role you must have:“Consultative” client-service mindset from professional services or strategic sourcing experience.Proven Business transformation, IT transformation, and strategic sourcing pursuit execution in fast-paced, collaborative, or deal-making environment.Experience working in a geographically spread business and agile work environment.Exhibit key principles and practices of other pursuit roles (e.g., deal manager, solution architect, commercial architect, lead negotiator, and creative designer).Strong individual presence leading and working across teams, developing trusted relationships based on thought leadership and extensive pursuit experience and deal acumen.Excellent communication skills (written and verbal).Supervision Responsibilities:Works as individual contributor operating with considerable autonomy and minimal direction in leading pursuits. Serves as a Counselor and/or reviewer to other pursuit team members. Coaches resources including client serving who do not reside within the BD organization and will be expected to inspire others through action in the marketplace.Other Requirements:Embrace shared philosophy that “great teams” execute a consistent set of behaviors aligned with being a Trusted Strategic Advisor, Gold Standard Champion, Win-Win Advocate, Creativity and Innovation Driver, and Inspirational Change Agent.Moderate to frequent travel will be required.Ideally, you’ll also have:University/Bachelor’s degree or equivalent qualification required, MBA or master’s degree (or equivalent qualification) in Business, Accounting, IT or related field preferred.15+ years experience with complex deals through formal procurement-led pursuits (e.g. RFPs) and non-RFP sole source pursuits.10+ 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 close.Preferred working knowledge of finance, assurance/audit, banking, risk, compliance or tax processes.Preferred execution experience in assurance/audit or commercially complex deals.What we offerThe compensation ranges below are provided in order to comply with United States pay transparency laws. 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.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.com

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