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Core Business Services
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AUS001LO Requisition #
Job Summary:
 
The Strategic Pursuits Leader (SPL) Director rank, will be assigned to lead the most complex and largest pursuits in the Area portfolio across all key phases, up until close.  The role is responsible for directing the pursuit strategy to properly position the firm’s thought leadership, global capabilities, 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 to respond effectively to the potential client’s needs.  This role will have responsibility to update, assess and make recommendations to Area Pursuit and BD Leadership, Client Service Partners and Firm leadership to continue or stop the opportunity/pursuit.
Essential Functions of the Job:
 
Strategic pursuit and opportunity management
  • Lead assigned opportunity from start to finish. **This rank will be assigned to the most complex opportunities (size and scope) in the Area.
  • Assess and determine levels of support needed based on the opportunity (just in time support, tools and enablers or allocated resources).
  • Confirm all steps of the pursuit proposal process and adhere to producing content and an end product of the highest quality
  • 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
  • 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.

 

People management responsibilities

  • Provide formal feedback in LEAD to all pursuit team members that have worked on pursuits they have led, including, but not limited to the Global Client Service Partner (GCSP), Center of Excellence (COE) individuals, other Pursuits Group team members, etc.
  • Deploys resources where applicable
  • Responsible for the timely delivery of deliverables through control of workflow. Develop and maintain metrics on team performance. Provide feedback to the BD leadership on the teams’ contributions
  • Instill Exceptional Client Service to internal stakeholders in Service Lines, Market Segments and accounts through the BD Pursuit
  • Strategy team’s best in class pursuit process
  • Develop and coach the BD Pursuit Strategy team by providing ongoing one-on-one coaching, mentoring and professional development support to challenge and guide each individual to his or her full potential
  • Build and maintain relationships and close communications with the Region BD organizations to enable ongoing feedback and ensure career development opportunities for BD Pursuit Strategy team

 

Strategic client, internal and external communications

  • Build strategic alliances with and support Client Executives (CEs) and senior managers in the co-development of pursuit strategy and external meeting structure and content
  • Implement global pursuit material for the Area
  • Establish course of action for efficient and effective completion of team projects
  • Manage and lead the development of account, and opportunity “value-propositions”
  • Develop and manage a quality control program of all deliverables related to the pursuit process.

 

Other:

  • Participate in external and internal networks such as professional business development associations like Association of Proposal Management (APMP)

 

Analytical/Decision Making Responsibilities:

  • Utilizes understanding of the external market place, 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.

 

Supervision Responsibilities:

  • The Director rank Pursuit Leader may serve as a Counselor and/or Lead Reviewer to other Pursuit team members.
  • The role will only handle/strategic pursuits and delegate all other proposals to the relevant group (Region, COE, etc.)
  • Operates with considerable autonomy and minimal direction.
  • This role will coach resources including client servers who do not reside within the BD organization and will be expected to inspire others through action in the marketplace.

 

Knowledge and Skills Requirements:

  • Excellent oral and written communication skills
  • Strong deal architecture, sales and negotiation skills
  • Excellent planning, time management and organizational skills
  • Strong executive presence and ability to build and sustain client relationships at the highest levels of the firm and with C-suite clients.
  • Strong working knowledge of a professional services organization
  • Strong boardroom gravitas (able to influence without authority)
  • Strong external market presence underpinned by social media profile/activity, external event speaking

 

Other Requirements:

  • As the job involves responding to clients' needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required

 

 

Job Requirements:

 

Education:

  • University/Bachelor’s Degree required. Advanced degree preferred. (Note: This should be modified per Area to meet cultural education requirements as determined by recruiting).

Experience:

  • 12 + years of complex and large sales experience
  • Experience supervising other sales professionals preferred
  • Experience working in a partnership/professional services environment preferred
  • Association of Proposal Management (APMP) and / or Program Management Institute (PMI) certification preferred

Certification Requirements:

  • 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)

 

The preferred applicant will be subject to employment screening by EY or by their external third party provider. 
Who we are
 
EY is committed to being an inclusive employer and we are happy to consider flexible working arrangements. We strive to achieve the right balance for our people, enabling us to deliver excellent client service while allowing you to build your career without sacrificing your personal priorities. While our client-facing professionals can be required to travel regularly, and at times be based at client sites, our flexible working arrangements can help you to achieve a lifestyle balance.

 

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