Lead Negotiator, Associate Director - Technology Services

EY•Raleigh, DC

14d•Hybrid

About The Position

At EY, we’re all in to shape your future with confidence. We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world. The Lead Negotiator – Associate Director is a “deal closer” who has the experience and skill to run an holistic negotiation strategy and manage 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 role must also 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.

Requirements

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
Strong written and verbal communication skills for EY stakeholders
Flexibility in working with various EY stakeholders across the world and in different time zones
10+ 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)
Approximately 7+ years plus of previous “first chair” negotiation experience (in either sales, legal or procurement) in the consulting and managed services industry
Experience working in a large complex global organization with strong understanding of leading negotiation practices with proven experience
Experience leading and managing high-performance teams
University/Bachelors’ degree or equivalent qualification required

Nice To Haves

MBA or master’s degree (or equivalent qualification) in Business or related field preferred

Responsibilities

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 via contractual language 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
Assist in the activation and implementation of negotiations strategies for the Region
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 Regional business leads 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
Exercise independent judgment when analyzing information and evaluating results to recommend the best strategy and solution
Identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems
Identify opportunities for increasing sales and drive towards achieving the Engagement Revenue objectives
Focus on results-oriented behaviors and make sound decisions quickly, given tight timeframes
Apply strong analytical skills to our proposed solutions and seek information on risks and dependencies to capture in our drafting
Solve challenging and ambiguous problems in a consistently efficient and effective manner
Provide exceptional service to the EY account teams across parallel projects by demonstrating the ability to prioritize critical activities to meet business needs in a timely manner, with high quality
Demonstrate creativity, versatility, and adaptability in a constantly evolving environment with a wide variety of social styles
Works independently and manages multiple priorities simultaneously
Directs a virtual team of resources
Operate as a “first chair” to the deal team, leading the drive, giving direction on tasks and timelines, and oversee drafting of the contracting documents
Ability to execute performance standards with a high degree of independence and autonomy
Ability to serve as a Counselor to other pursuit team members

Benefits

Develop with future-focused skills and equip you with world-class experiences
Empowerment in a flexible environment
Fueling extraordinary talents in a diverse and inclusive culture of globally connected teams
Comprehensive compensation and benefits package
Rewarded based on performance and recognized for the value you bring to the business
Medical and dental coverage
Pension and 401(k) plans
Wide range of paid time off options
Flexible vacation policy (decide how much vacation time you need based on your own personal circumstances)
Time off for designated EY Paid Holidays
Winter/Summer breaks
Personal/Family Care
Other leaves of absence when needed to support your physical, financial, and emotional well-being