Senior Deal Specialist Associate Director

Discipline Pursuits & Commercial Excellence
Role Type Senior Deal Specialist - Associate Director
Role Rank Associate Director
Current Rank CS 62

The opportunity

The Senior Deal Specialist - Associate Director is responsible for supporting the firms most high-value strategic deals (those designated Alpha and/or Alpha) across the following scope of responsibilities:

Lead execution of pursuit process including critical path timeline and interdependencies
Assess competitive situation and help develop differentiated win strategy focused on client priorities while protecting EYs interests
Develop power map and tactics to navigate client buying process
Provide glue to focus and guide extended pursuit team through structured sales approach and proposal development
Collaborate with extended pursuit team define package and articulate compelling client offer across scope solution price and terms
Plan storyline/key messages and prepare extended team for orals.

The Senior Deal Specialist - Associate Director is expected to be a beacon of pursuit excellence bringing vast knowledge tools and resources from across the firm and their own professional experience to proactively keep the pursuit on track and moving towards a winning outcome.

Senior Deal Specialist - Associate Director will demonstrate deal acumen leadership and insight by supporting Deal Leads or Deal Managers on Alpha and/or Alpha deals respectively. As a path to progression in role to Director accomplished Deal Senior Manager - Associate Directors will potentially manage Alpha-level deals independently.

Your key responsibilities
Essential functions:
Some or all of the below accountabilities will be applicable depending on the scope of the role:
Project Management Organizes documents and drives all pursuit workstreams and activities throughout the pursuit lifecycle
Executes the firms Gold Standard Pursuit Process (GSPP) using gold standard tools and enablers to manage the pursuit from qualification through close
Establishes deal infrastructure including TEAMS site calendar action tracker team roster notebook etc. with support from the Deal Coordinator as needed
Develops and maintains the pursuit plan/action tracker and calendar making certain that all pursuit activities are assigned ownership tracked and executed according to schedule
Ensures all pursuit deliverables (e.g. meeting documents proposals presentations) are developed on schedule submitted on time and with the highest quality
In coordination with the Deal Lead sets up and runs a regular cadence of deal status calls with support from Deal Coordinator as needed. Supports the Deal Leader in developing status call agendas and debriefs
For Alpha deals sets up and runs a regular cadence of deal status calls (including agenda setting developing and distributing status updates for leadership debriefs etc) in coordination with (and in place of) the Deal Leader supported by the Deal Coordinator
Engages and oversees support resources as necessary/appropriate including proofers SMRs and insights professionals Pursuit Resource Center additional creative services etc
In coordination with the Deal Lead sets up and runs a regular cadence of deal status calls with support from Deal Coordinator as needed. Supports the Deal Lead in developing status call agendas and debriefs. As appropriate may set agendas and run calls in place of Deal Lead
Supports Deal Lead in developing and distributing internal status updates for leadership and others as necessary. As appropriate may prepare and distribute status updates in place of Deal Lead
Act as the knowledge steward for the pursuit capturing knowledge and contribute to the development and embedding into EY artefacts that can be used to support pursuits

Written communications - crafts articulate and client-centric content across all pursuit deliverables most notably the win themes and proposal document
Responsible for the development of all client-facing written deliverables (e.g. meeting documents proposals presentations) that adhere to the firm style guide in collaboration with the Creative Designer for design and formatting
In collaboration with other pursuit team members (e.g. Deal Leader Engagement Partner Client Partner) develops client-centric win themes that underpin the entire deal strategy. Ensures the win themes are reflected consistently throughout all client communications and deliverables
Authors original content when critical and/or necessary (e.g. cover letter executive summary) and leverages relevant firm resources to source non-critical boilerplate content when appropriate
Responsible for making sure the final proposal document tells a consistent winning story and flows as if written in one voice

Deal strategy Leverages gold standard process/tools innovation insight and resourcefulness to help create a differentiated and winning deal strategy.
Supports and co-leads certain discussions/meetings around deal strategy actively contributing to critical deal meetings such as kick-off win strategy orals prep etc
Supports the Deal Leader in the constant qualification of the deal and navigating the deal through firm governance quality and approval processes (e.g. Approval to Pursue Approval to Contract)
Suggests creative ideas that enhance our win strategy or ability to differentiate
Demonstrates deal acumen and conversant in key principles of pricing for value deal commercials and negotiations
Grows relationships across the firm and connects the pursuit team to untapped resources that enhance our win strategy

Others -
Builds collaborative relationships with pursuit teams including Service Line Account and Business Development leaders as well as Senior Managers Managers and Staff
Shares lessons learned best practices and innovation from pursuits and other experiences with teammates the broader BD community and the global firm as appropriate
Creates and/or leads team strategic and operational initiatives to develop new or enhance existing best practices tools or enablers

Analytical/Decision Making Responsibilities:
Some or all of the below responsibilities will be applicable depending on the scope of the role:
Must be able to operate in a fast-paced deadline-driven environment
Influences/challenges the pursuit team to optimize the chances of winning
Demonstrates versatility and poise in a constantly evolving environment with a wide variety of social styles and interests
Solution-oriented and makes sound recommendations and decisions
Champions best-practice pursuit tools and processes while remaining open to new and better ways of doing things when appropriate

Knowledge and Skills Requirements:
Some or all of the below knowledge and skills requirements will be applicable depending on the scope of the role:
Excellent communication skills (written and verbal)
Excellent project management and organizational skills with high attention to detail and the ability to manage multiple workstreams simultaneously
Has a strong ability to influence and direct others
Self-motivated resourceful and able to work from own initiative with limited supervision
Has a strong understanding of the business development and/or pursuit environment
The Senior Deal Specialist - Associate Director supports opportunities with a great deal of firm leadership exposure/involvement thus the Senior Deal Specialist - Associate Director must exhibit strong interpersonal skills
Demonstrates an advanced understanding of fundamental deal commercial and negotiation principles
Possesses an advanced level of executive presence and gravitas

Supervision Responsibilities:
Works with considerable autonomy while often managing the work of others (e.g. Deal Coordinator Creative Designer Design Specialist etc)
May serve as a Peer Buddy to new joiners
Serves as a Counselor and/or reviewer to other pursuit team members
Coaches resources including client serving who do not reside within the Business Development/Sales organization and will be expected to inspire others through action in the marketplace

Other Requirements: e.g. travel overtime time zone flexibility
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 strategy
o Gold Standard Champion Execute EYs gold standard pursuit process with discipline and expertise to improve consistency and use of leading practices in EYs approach to winning
o Win-Win Advocate Drive internal and external clients towards outcomes that deliver compelling and sustainable results for both the client and EY
o Creativity and innovation Driver Inspire and challenge teams to differentiate EY through innovative strategies experiences and deliverables that compel our clients to choose EY
o 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
As the job involves responding to clients needs and varying time zones long/flexible hours are regularly required
Moderate travel will be required

Education:
University/Bachelors degree or equivalent qualification required preferably in a related field such as Business Administration Sales Marketing English Public Relations or Journalism
Experience:
13 - 15 years of experience in pursuits business development marketing or project management preferably in a professional services environment
Must have communications and proposal writing experience including the ability to provide relevant writing samples
Has successfully supported a minimum of 7-10 complex consulting (e.g. managed services) deals
Certification Requirements:
APMP PMP certification is considered advantageous
Completion of Miller Heiman methodology courses within 1-2 years of hire
Expected to remain current on EY training and curriculum (e.g. Account Management Framework (AMF); Culture Change and Communications (CCC); Badges; among others)

What we offer
EY Global Delivery Services (GDS) is a dynamic and truly global delivery network. We work across six locations Argentina China India the Philippines Poland and the UK and with teams from all EY service lines geographies and sectors playing a vital role in the delivery of the EY growth strategy. From accountants to coders to advisory consultants we offer a wide variety of fulfilling career opportunities that span all business GDS you will collaborate with EY teams on exciting projects and work with well-known brands from across the globe. Well introduce you to an ever-expanding ecosystem of people learning skills and insights that will stay with you throughout your career.
Continuous learning: Youll develop the mindset and skills to navigate whatever comes next.
Success as defined by you: Well provide the tools and flexibility so you can make a meaningful impact your way.
Transformative leadership: Well give you the insights coaching and confidence to be the leader the world needs.
Diverse and inclusive culture: Youll be embraced for who you are and empowered to use your voice to help others find theirs.

About EY
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 to the complex issues facing our world today.

If you can demonstrate that you meet the criteria above please contact us as soon as possible.

The exceptional EY experience. Its yours to build.