Deal Lead

at EY in Chicago, Illinois, United States

Job Description

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 Deal Leader (DL) Director rank, leads the most strategic, complex, and largest pursuits (e.g. assurance/audit) in the Area portfolio across all key phases, up until close. The objectives and purpose of the Deal Leader role is to develop and execute the pursuit strategy through exceptional leadership, expereinced deal accumen, broad commercial saviness, and a strategic mindset to properly position the firm’s strongest win-win value proposition to the client to win new business opportunities.

To those objectives, the role is responsible for actively leading the pursuit and process with a bias for action, infusing large complex deal expereince and know-how to elevate pursuit team thinking on the win strategy and pricing.

The opportunity

The Deal Leader has responsibility for mobilizing the right pursuit skills and team, and collaborating with key stakeholders to effectively respond to the potential client’s needs and opportunity. This role assesses, makes recommendations, and updates Area Pursuit and BD Leadership, Client Service Partners and Firm leadership to continue or stop the opportunity/pursuit.

Your key responsibilities

+ Support global priority pursuits resulting in contracted “win” sales revenue in excess of the $50mm Total Contract Value(TCV)

+ Provides leadership in the design, development and execution of pursuits, obtaining comphehensive pursuit knowledge to make informed recommendations and decisions (e.g., win strategy, client requirements/needs, competitive analysis, solution, pricing for value, commercial deal principles, Client facing deal assumptions, and Client/EY stakeholder engagement)

+ Executes firm’s Gold Standard Pursuit Process (GSPP) throughout pursuit with key stakeholders, continuously confirming expectations and outcomes are aligned between Client and EY

+ Assesses pursuit team skills, resources and level of support required for pursuit, providing best opportunity to win

+ Provides leadership, coaching, and mentoring across all team members executing against pursuit process (Pursuit Team, Service Line, Delivery, Account Team, etc.), developing high-performing pursuit teams

+ Drives the momentum of pursuits and team members to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high

+ Drives quality and efficiencies through pursuit process and controls, delivering highest quality end product

+ Engages and manages EY senior leadership throughout the pursuit and approvals, articulating with clarity, win themes, sources of client value delivered, competitive positioning, solution details, deal economics, commercial considerations, and deal risk (e.g., economic, reputation, media, relationship)

Others :

+ Supports the transfer of pursuit knowledge, learnings, and client relationships to delivery teams, ensuring the ongoing management of the commercial aspects of contracts

+ Conducts formal win/loss reviews to capture knowledge, improving future strategic pursuits (e.g., deal structures and terms)

+ Participates in EY training sessions and events, sharing of success stories across the firm to showcase “gold standard” deal execution

+ Delivers formal feedback to pursuit team members during and post pursuit, including, but not limited to the Global Client Service Partner (GCSP), Center of Excellence (COE) individuals, other Pursuits Group team members, etc

Analytical/Decision Making responsibilities:

+ Executes firm’s Gold Standard Pursuit Process (GSPP), determining whether of not EY should start or continue expending resources towards a pursuit relative to client commitment and understanding (e.g., timing is right, is a priority when matched against other initiatives, urgency/burning platform, committed executive sponsor and known Buyers, client willingness to provide information/data, and agreed to decision criteria, process, and timeline)

+ Identifies and clearly articulates value beyond quantifiable cost reduction into other, often harder to quantify value components (e.g., improved service, risk reduction, etc.

+ Shapes the right deal through ongoing evaluation of the intersection of scope, pricing, and terms from submission to selection. Understanding any proposed variations or adjustments to EY’s offer necessitate our ability to make appropriate counter-balancing adjustments (e.g., more fees for more risk or scope and vice – versa)

Skills and attributes for success

To qualify for the role you must have

+ Has “consultative” client-service mindset from professional services or strategic sourcing experience

+ Proven Business transformation, IT transformation, and strategic sourcing pursuit execution in fast-paced, collaborative, or deal-making environment

+ Experienced working in a geographically spread business and agile work environment

+ Exhibits key principles and practices of other pursuit roles (e.g., deal manager, solution architect, commercial architect, lead negotiator, and creative designer):

+ Client-centric pursuit messaging and win themes

+ Lead negotiations in a disciplined fashion to optimize the outcome for EY

+ Client centered end-to-end visual communication strategies to convey EY’s win themes

+ Skilled in identifying sources of expected client value creation to differentiate EY from other alternatives

+ Has strong individual presence leading and working across teams, developing trusted relationships based on thought leadership and extensive pursuit experience and deal acumen

+ Skilled at “connecting the dots” across multiple dimensions of pursuit execution, with insightful perspective to anticipate (e.g., see around the corner), navigate complex situations, and shape EY’s response to the client buying needs

+ Brings relevant quantitative and qualitative commercial acumen to lead pursuit teams define and distinguish a good deal

+ Influences pursuit team to assess and use the full breadth and depth of EY’s experiences, capabilities, and resources to best position EY to win

+ Demonstrates high level of credibility to influence key EY and client stakeholders on pursuit and deal strategies & outcomes, including boardroom gravitas (able to influence without authority) – personal style, experience and approach

+ Produces consistently high-quality outcomes meeting time-sensitive commitments

+ Has excellent communication skills (written and verbal)

Supervision Responsibilities:

+ Works as individual contributor operating with considerable autonomy and minimal direction in leading pursuits

+ Serves as a Counselor and/or reviewer to other pursuit team members

+ Coaches resources including client serving who do not reside within the BD organization and will be expected to inspire others through action in the marketplace

Other Requirements:

+ Embraces shared philosophy that “great teams” execute a consistent set of behaviors aligned with being a:o Trusted Strategic Advisor – Build Trust and credibility by proactively providing forward-thinking insights and guidance to help pursuit teams develop and execute a winning pursuit strategyo Gold Standard Champion – Execute EY’s “gold standard” pursuit process process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winningo Win-Win Advocate – Drive internal and external clients towards outcomes that deliver comp