EY Director, Strategic Pursuit Leader in San Francisco, California
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.
Are you an established leader in international pursuits? Could you bring energy and inspiration to a highly skilled and valued Strategic Deal team?
We are helping to set EY apart from our competition and play a critical role in seeing EY achieve its ambitious growth plans and future strategy.
- The Strategic Pursuits Leader will be assigned to lead complex Strategic pursuits in the Americas portfolio across all key phases, up until close.
Your key responsibilities
The role is responsible for directing the pursuit strategy and position the firm’s thought leadership, global capabilities, offerings, 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 and to respond effectively to the potential client’s needs. This role will have responsibility to update, assess and make recommendations to the Americas Pursuit and BD Leadership, Client Service Partners and Firm leadership to continue or stop the opportunity/pursuit.
Strategic pursuit and opportunity management
Support upfront qualification of complex managed services pursuits. Utilize understanding of the external marketplace, 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.
Own of all steps of the Gold Standard Pursuit Process (GSPP) working with the Pursuit Team (Strategic Deals Team, Service Line, Delivery, Account Team, etc.).
Provide leadership in the design and development of the win strategy, client requirements/needs, value proposition, shape of commercial deal/principles, and client/EY stakeholder approvals.
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.
Engage and manage EY senior leadership stakeholders throughout the pursuit and approvals process, clearly explaining deal economics, financial risk, and value.
Support the transfer of the client relationships and pursuit knowledge to the MS delivery teams to ensure the ongoing management of the commercial aspects of contracts and to ensure learning is captured as engagements are delivered.
Ensure a formal win/loss review is undertaken for the pursuit and we capture knowledge into EY enablers that can be used to support future MS pursuits – e.g. deal structures and terms
Participate in training sessions and/or events for SDM team contributing to the sharing of success stories across the firm to showcase “gold standard” deal execution.
People management responsibilities
Operate with considerable autonomy and minimal direction.
Assess and determine levels of support needed based on the opportunity (just in time support, tools and enablers or allocated resources).
Develop high-performing pursuit teams – manage and develop people through effective leadership, coaching and mentoring and outlined in exemplary Pursuit Leader Levels of Mastery (LOM).
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.
Develop and maintain metrics on team performance. Provide feedback to the BD leadership on the teams’ contributions.
Skills and attributes for success
Strong complex Managed Services pursuit experience.
Experience in professional services and/or outsourcing firms.
Experience of working in a geographically spread business and work in agile environments.
Strong consulting skillset to develop deal strategies, engage cross-functional teams and develop quality outputs.
Demonstrated strong organization skills, with capability to work independently to plan, structure, and execute pursuit activities.
High attention to detail and ability to produce work product of consistently high-quality under pressure (time & outcomes).
Ability/credibility to influence key EY and client stakeholders on pursuit and deal strategies & outcomes - personal style, experience, and approach.
A high level of drive, ability to deal effectively with ambiguity and change.
Broad industry sector experience preferred.
Strong executive presence and written and verbal communication skills for client C-Suite and EY senior stakeholders.
To qualify for the role, you must have
15+ years consulting, management and deal shaping experience.
10+ years of experience of leading complex multi-geography managed services pursuits.
Strong working experience with client and delivery teams to co-develop solutions, both in formal procurement-led pursuits (e.g., RFPs) as well as sole source pursuits.
Demonstrated success in a fast-paced, collaborative, entrepreneurial sales, or deal-making environment.
Working knowledge of finance, banking, risk, compliance, or tax processes (preferred)
Self-awareness, high emotional intelligence, humility, and collaborative teaming approach
A willingness to learn, try creative ideas and be open to new business model
Bachelor’s Degree required. Advanced degree preferred.
What we look for
We are looking for you to make a significant contribution to our Strategic Deals Team in the Americas. You will bring new thinking, energy, and enthusiasm alongside expertise in deal management to a team that’s contributing to EY’s new global strategy.
You will have experience leading virtual teams and know how to draw the best from others, embracing differences and encouraging diversity for successful outcomes.
What we offer
We offer a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business. 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.
EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.
At EY we are united by our shared values and dedication to delivering exceptional client service. We offer an environment that supports inclusion and flexibility along with a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business.
If you can demonstrate that you meet the criteria above, please apply to this role only through the ‘Apply’ link (not through the local office). Your application will then be routed to the appropriate recruiting team.
The exceptional EY experience. It’s yours to build.
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