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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 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 opportunity

The 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.

Your key responsibilities include

• 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

• Assist in the activation and implementation of global negotiations strategy in Area / Region respectively

• Act as a key conduit of information between the account team and Pursuits & Commercial Excellence 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

• 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 success

• Strong business and commercial acumen to quickly become familiar with a given solution

• Capable of leading and being part teams in a complex matrix and unstructured environments with teams geographically distributed

• Ability to lead EY teams without “authority,” using skills of influence and communication

• Attention to detail, and ability to produce work of consistently high-quality under pressure (time and outcomes)

• 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 be

• Trusted Strategic Advisor – Build Trust and credibility by proactively providing forwardthinking 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

• 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 teams

Ideally, you’ll also have

• 12+ 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)

• Approx. 7+ years of previous “first chair” negotiation experience (in either sales, legal or procurement) in the technology services industry

• Completion of Miller Heiman methodology courses within 1-2 years of hire

What we offer

The 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 salary range for this job in most geographic locations in the US is $163,000 to $304,700. The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $195,600 to $346,300. 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 world

EY 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