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EY Lead Negotiator - Procurement Leadership in Sewickley, Pennsylvania

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.

Job Summary

As a Strategic Lead Negotiator, you will provide negotiation and deal closing strategy and execution expertise as part of a multi-disciplinary team formed to advance EY’s ability to sell, shape and contract large transformational opportunities within the Americas area, including Managed Services opportunities. Your primary focus will be to represent EY’s financial and business objectives by co-developing and executing negotiation strategies and tactics that will enhance EY’s negotiation position, outcomes and win rates, including participating in face-to-face negotiations to successfully close new business opportunities. You will work with EY professionals, leaders and clients on EY’s largest and most complex deals ranging from Managed Services to large consulting/SI/ERP implementations.

Essential Functions of the Job:

• Effectively interact with pursuit teams to advise, prepare and lead them for client interactions and negotiations.

• Develop creative solutions and persuasive arguments to help account teams overcome client barriers and obstacles, and handle internal team disputes (i.e., differences of opinions on the best strategy to employ) with minimal supervision.

• Provide strategic guidance during the negotiation and development of Statements of Work (SOW) and Master Service Agreements (MSA), detailing essential information related to scope of services and associated terms and conditions, so profitability is not adversely impacted.

• Collaborate with account teams to provide strategic guidance on win themes, communication and pricing strategies and related areas during the development of EY’s response to Request for Proposals (RFPs).

• Assess client relationships, contractual terms, pricing and scope issues to maintain competitiveness and profitability during the bidding process.

• Directly participate in client negotiations and collaborate in other client negotiations to execute planned activities.

• Assess coaching needs, develop and execute training approach; drive business meetings to develop partners, engagement leads and other account team members with key negotiating skills needed to support the pursuit, and to win the client engagement

• As required, facilitate internal training sessions and workshops for diverse audiences within Regions. Assorted topics could include deal shaping, service offerings, negotiation preparation and strategies, coaching on client discussion (i.e., script writing), contractual terms, and condition development strategies, etc.

Analytical/Decision Making Responsibilities:

• Ability to exercise considerable independent judgment when analyzing information and evaluating results to recommend the best strategy and solution.

• Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

• Solution-oriented and makes sound decisions quickly, given tight timeframes.

• Demonstrate versatility in a constantly evolving environment with a wide variety of social styles.

• Influence / challenge the Account Team to optimize the chances of winning.

Supervision Responsibilities:

• Provide coaching and feedback to new and less experienced pursuit team members as appropriate.

Knowledge and Skills Requirements:

• Learn and understand EY services including service line margin and revenue growth objectives.

• In-depth experience and understanding of the marketplace and strategic industry trends (e.g., cost drivers, levers, competitive situations, legal terms and conditions).

• In-depth legal or negotiations background as well as direct, hands-on negotiation experience.

• Knowledge of business and management principles involved in strategic account planning and business development.

• Knowledge of impacting laws, legal codes, precedents, government regulations that could impact business decisions and contract terms and conditions.

• Strong teaming and negotiating skills, persuading others to agree to pricing, terms and frameworks beneficial to the firm.

• Effective verbal and written communication skills to clearly articulate key information and insights.

Skills and attributes for success

• Ability to exercise considerable independent judgment when analyzing information and evaluating results to recommend the best negotiation strategy and tactics.

• Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

• Establish credible relationships and become a trusted advisor and pursuit leader for specific Region leaders and account team member.

• Ability to interface with the most senior leaders at client organizations (CFO, Controller, etc.) with limited guidance or oversight from others.

• Learn and understand EY services including service line margin and revenue growth objectives.

• Responsible for the development and implementation of best practice solutions and tools to enhance performance of the Strategic Deal Team.

• Versatility and flexibility in a constantly evolving environment with a wide variety of social styles.

• Ability to get up to speed quickly on an opportunity with novel substance.

• Executive presence and personality style to lead and inspire diverse, high-performing teams.

• Provides coaching and mentoring to others; ability to supervise the support team including third-party resources.

• Execute responsibilities with minimal oversight.

Other Requirements:

• As the job involves responding to clients’ needs and varying time zones, long hours are regularly required.

• Moderate to frequent travel may be required.

Job Requirements:

Education:

• Bachelor of Arts (Law) or other Bachelor degree in related discipline;

• Advanced degree and/or additional legal training preferred

Experience:

• A minimum of 10 years procurement, client negotiation and/or business development experience in the professional services and solutions arena

• Previous experience of managing teams/communities

• Proven ability to influence and build collaborative relationships with a wide range of stakeholders

• Experience working in a cross-border, multi-cultural environment

Certification Requirements:

• Legal, TPA, or procurement certification preferred

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.

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, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.

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