Lead Negotiator, Associate Director - East and Central locations

Locations: New York City, Hoboken, Boston, Chicago, Cincinnati, Columbus, Atlanta, Dallas, Houston, Charlotte, Philadelphia, Nashville. The Lead Negotiator – Associate Director serves as a “deal closer” who runs holistic negotiation strategies, manages EY and client deal teams, and drives EY’s largest, most complex engagements from “sold” to “closed.” The role demands high business acumen, leadership, emotional intelligence, and the ability to thrive in new environments while leading training on negotiation best practices.

Responsibilities

• Negotiations: 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.
• Deal Support: 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.
• Analytical/Decision Making: 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 proposed solutions and seek information on risks and dependencies to capture in drafting.
• Solve challenging and ambiguous problems in a consistently efficient and effective manner.
• Provide exceptional service to 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.

Requirements

• Strong business and commercial acumen to quickly become familiar with a given solution.
• Capable of leading and being part of 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.

Supervision Responsibilities

• Works independently and manages multiple priorities simultaneously.
• Directs a virtual team of resources.
• Operates as a “first chair” to the deal team, leading the drive, giving direction on tasks and timelines, and overseeing 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.

Other Requirements

• Embraces shared philosophy that “great teams” execute a consistent set of behaviors aligned with being a:
  • 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.
  • Gold Standard Champion – Execute EY’s “gold standard” pursuit process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winning.
  • Win-Win Advocate – Drive internal and external clients towards outcomes that deliver compelling and sustainable results for both the client and EY.
  • Creativity and Innovation Driver – Inspire and challenge teams to differentiate EY through innovative strategies, experiences, and deliverables that compel clients to choose EY.
  • 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.
• Flexible hours are regularly required to respond to clients’ needs and varying time zones.
• Limited to moderate to frequent travel will be required.

Qualifications

• 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 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/Bachelor’s degree or equivalent qualification required.
• MBA or master’s degree (or equivalent qualification) in Business or related field preferred.

Pay

• New York City, Boston, and Washington DC Metro Areas, Washington State, and Southern California offices: $214,300 to $385,700 base salary.
• Bay Area California offices: $223,200 to $401,800 base salary.
• All other office locations in the US, including Sacramento: $178,600 to $353,600 base salary.
• Individual salaries within these ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills, and geography.

Benefits

• Comprehensive compensation and benefits package rewarded based on performance.
• Medical and dental coverage.
• Pension and 401(k) plans.
• Wide range of paid time off options.
• Flexible vacation policy — you decide how much vacation time you need based on personal circumstances.
• Designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence to support physical, financial, and emotional well-being.