EY Pursuit Leader in Montgomery, Alabama
Core Business Services
Requisition # UNI00GFM
Post Date Nov 02, 2020
The Strategic Pursuits Leader (SPL) Director rank, will be assigned to lead the most complex and largest pursuits in the Area portfolio across all key phases, up until close. The role is responsible for directing the pursuit strategy to properly position the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish EY from competitors and win the new business opportunity. The role will consult with key stakeholders to build and organize the appropriate pursuit team to respond effectively to the potential client’s needs. This role will have responsibility to update, assess and make recommendations to Area Pursuit and BD Leadership, Client Service Partners and Firm leadership to continue or stop the opportunity/pursuit.
Your key responsibilities
Strategic pursuit and opportunity management
Lead assigned opportunity from start to finish. **This rank will be assigned to the most complex opportunities (size and scope) in the Area.
Assess and determine levels of support needed based on the opportunity (just in time support, tools and enablers or allocated resources).
Confirm all steps of the pursuit proposal process and adhere to producing content and an end product of the highest quality
Drive the momentum of the pursuit and lead all members of the pursuit team to make certain that deliverables are met, duties are shared appropriately and enthusiasm and motivation remain high
Drive quality and efficiencies through the creation and implementation of rigorous process and controls
Partner with Regional pursuit teams where applicable to provide a full-service Business Development (BD) coverage model for strategic, high-end pursuits.
People management responsibilities
Provide formal feedback in LEAD to all pursuit team members that have worked on pursuits they have led, including, but not limited to the Global Client Service Partner (GCSP), Center of Excellence (COE) individuals, other Pursuits Group team members, etc.
Deploys resources where applicable
Responsible for the timely delivery of deliverables through control of workflow. Develop and maintain metrics on team performance. Provide feedback to the BD leadership on the teams’ contributions
Instill Exceptional Client Service to internal stakeholders in Service Lines, Market Segments and accounts through the BD Pursuit Strategy team’s best in class pursuit process
Develop and coach the BD Pursuit Strategy team by providing ongoing one-on-one coaching, mentoring and professional development support to challenge and guide each individual to his or her full potential
Build and maintain relationships and close communications with the Region BD organizations to enable ongoing feedback and ensure career development opportunities for BD Pursuit Strategy team
Strategic client, internal and external communications
Build strategic alliances with and support Client Executives (CEs) and senior managers in the co-development of pursuit strategy and external meeting structure and content
Implement global pursuit material for the Area
Establish course of action for efficient and effective completion of team projects
Manage and lead the development of account, and opportunity “value-propositions”
Develop and manage a quality control program of all deliverables related to the pursuit process.
- Participate in external and internal networks such as professional business development associations like Association of Proposal Management (APMP)
Analytical/Decision Making Responsibilities:
- Utilizes understanding of the external market place, competitors, EYs resources, risks, etc. to determine the appropriate strategy for each pursuit (including alignment of tools, enablers, resources). This can include determining to pursue or decline opportunities.
The Director rank Pursuit Leader may serve as a Counselor and/or Lead Reviewer to other Pursuit team members.
The role will only handle/strategic pursuits and delegate all other proposals to the relevant group (Region, COE, etc.)
Operates with considerable autonomy and minimal direction.
This role will coach resources including client servers who do not reside within the BD organization and will be expected to inspire others through action in the marketplace.
Skills and attributes for success
Excellent oral and written communication skills
Strong deal architecture, sales and negotiation skills
Excellent planning, time management and organizational skills
Strong executive presence and ability to build and sustain client relationships at the highest levels of the firm and with C-suite clients.
Strong working knowledge of a professional services organization
Strong boardroom gravitas (able to influence without authority)
Strong external market presence underpinned by social media profile/activity, external event speaking
To qualify for the role, you must have
- University/Bachelor’s Degree required. Advanced degree preferred. (Note: This should be modified per Area to meet cultural education requirements as determined by recruiting).
12 + years of complex and large sales experience
Experience supervising other sales professionals preferred
Experience working in a partnership/professional services environment preferred
Association of Proposal Management (APMP) and / or Program Management Institute (PMI) certification preferred
Ideally, you’ll also have
Completion of Miller Heiman methodology courses within 1-2 years of hire
Expected to remain current on EY training and curriculum (e.g. Account Management Framework (AMF); Culture, Change and Communications (CCC); Badges; among others)
- As the job involves responding to clients' needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required
What working at EY offers
We offer a competitive remuneration package where you’ll be rewarded for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development, and with FlexEY you can select benefits that suit your needs, covering holidays, health and well-being, insurance, savings and a wide range of discounts, offers and promotions. Plus, we offer:
Support, coaching and feedback from some of the most engaging colleagues around
Opportunities to develop new skills and progress your career
The freedom and flexibility to handle your role in a way that’s right for you
EY is committed to being an inclusive employer and we are happy to consider flexible working arrangements. We strive to achieve the right balance for our people, enabling us to deliver excellent client service whilst allowing you to build your career without sacrificing your personal priorities. While our client-facing professionals can be required to travel regularly, and at times be based at client sites, our flexible working arrangements can help you to achieve a lifestyle balance.
As a global leader in assurance, tax, transaction and advisory services, we’re using the finance products, expertise and systems we’ve developed to build abetter working world. That starts with a culture that believes in giving you the training, opportunities andcreativefreedom to make things better.Whenever you join, however long you stay, theexceptionalEY 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.