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EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.
The Lead Negotiator is a "deal closer" who leads all aspects of a holistic negotiation strategy and manages the EY deal team, and the client's team, to a collaborative and mutually value-based outcome. The role is primarily responsible for working on EY's largest, most complex deals, and must have a high level of business acumen, leadership skills and emotional intelligence to be an effective "first chair" on the deal.
The opportunityThe role must be able to thrive in new and unfamiliar environments, as each deal and client is different, and navigate the client's behavior and tactics to maintain the integrity of the deal for EY. The position also involves the ability to lead training classes and presentations on best practices in negotiation, with the objective of driving a disciplined approach to deal-making, seeking to influence the business as broadly and deeply as possible in order to have a material impact on outcomes.
Your key responsibilities includeUnderstand and become a trusted advisor to the sector or service line assigned and make the value proposition for the negotiator role clear and impactful.Expand the portfolio of engagements through outstanding work, networking and presentations.Document and quantify the results of the engagements to demonstrate the value and ROI of the skills the team brings to the business.Help to manage, mentor and grow the team to develop mastery and confidence in their skills and to advance their careers.Lead the actual negotiation process as a "first chair" with the client's negotiation lead to take the engagement from "sold" to "closed."Collaborate with the EY sales lead on relationship mapping and tiering to align EY's people with the appropriate client leaders.Provide advice and strategies on how to get client commitment to a close plan.Lead the deal-making process to document, and then get agreement with the client on, the terms of the deal.Provide advice / counsel to pursuit teams on the various commercial models available for large complex deals.Maintain oversight of global priority deals across relevant Regions to ensure flow through EY's negotiation methodology.Lead successful activation and implementation of global negotiations strategy in Area / Region respectively.Act as a key conduit of information between the account team and P&CE leadership.Team closely with regional business development leaders to advise and strategize on deal opportunities.Cascade EY's negotiation methodology as a global best practice; and bring process consistency and synergies for negotiations to the Regions and client accounts by example and through EY training programs.Build relationships with Global and Regional leadership to enable successful activation and implementation of EY's negotiation methodology at the Region level.Leverage proximity and relationships with Global, Area, Service Lines and Regions to facilitate and encourage successful integration of EY's negotiation methodology across priority deals in the region.Instill exceptional client service into the end-to-end negotiations process across EY.Skills and attributes for successStrong business and commercial acumen as well as sales capability to quickly become familiar with a given solution.Capable of leading and being part of EY teams in a complex matrix and unstructured environments with teams geographically distributed.A high level of drive, ability to work independently and deal effectively with ambiguity and change.Fluency of best practice in technology services contract drafting and ability to translate these for EY pursuits.To qualify for the role, you must beTrusted Strategic Advisor – Build Trust and credibility by proactively providing forward-thinking insights and guidance.Gold Standard Champion – Execute EY's "gold standard" pursuit process with discipline and expertise.Win-Win Advocate – Drive internal and external clients towards outcomes that deliver compelling and sustainable results for both the client and EY.Creativity and innovation Driver – Inspire and challenge teams to differentiate EY through innovative strategies, experiences, and deliverables that compel our clients to choose EY.Ideally, you'll also have5+ years' experience of negotiation and contract drafting experience in commercial and legal terms with substantial experience in the technology services industry (managed services/BPO/system integration/consulting).Completion of Miller Heiman methodology courses within 1-2 years of hire.What 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 ranges. 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 in all geographic locations in the US is $160,000 to $308,000. The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $192,000 to $350,000. 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. Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year. 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.
If you can demonstrate that you meet the criteria above, please contact us as soon as possible.
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