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 opportunity

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.

Your key responsibilities

Strategic pursuit and opportunity management
Lead assigned opportunity from start to finish.
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.
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.
People management responsibilities
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
Other
Participate in external and internal networks such as professional business development associations like Association of Proposal Management (APMP)

Skills and attributes for success

To qualify for the role you must have
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.
Strong deal architecture, sales and negotiation 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 boardroom gravitas (able to influence without authority)
Excellent planning, time management and organizational skills
Skills to 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.
Ideally, you’ll also have
12 + years of complex and large sales experience
Experience working in a partnership/professional services environment preferred
Association of Proposal Management (APMP) and / or Program Management Institute (PMI) certification preferred

What we look for

The Pursuit Leader may serve as a Counselor and/or Lead Reviewer to other Pursuit team members.

What we offer

The compensation ranges below are provided in order to comply with United States pay transparency laws. Other geographies will follow their local salary guidelines, which may not be a direct conversion of published US salary range/s. We offer a comprehensive compensation and benefits package where you’ll be rewarded based on your performance and recognized for the value you bring to the business. The salary range for this job in most geographic locations in the US is $298,200 to $574,000. The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $357,800 to $652,300. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options. Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.

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

The exceptional EY experience. It’s yours to build.

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 for the complex issues facing our world today.

EY is an equal opportunity, affirmative action employer providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law.

EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, type Option 2 (HR-related inquiries) and then type Option 1 (HR Shared Services Center), which will route you to EY’s Talent Shared Services Team or email SSC Customer Support at [email protected]

This job was posted on Fri Jan 05 2024 and expired on Sun Jan 07 2024.

$298K /yr Average

Tasks

Identify main client groups and audiences, determine the best way to communicate publicity information to them, and develop and implement a communication plan.

Develop and maintain the company's corporate image and identity, which includes the use of logos and signage.

Manage special events, such as sponsorship of races, parties introducing new products, or other activities the firm supports, to gain public attention through the media without advertising directly.

Write interesting and effective press releases, prepare information for media kits, and develop and maintain company internet or intranet web pages.

Design and edit promotional publications, such as brochures.

Establish and maintain effective working relationships with clients, government officials, and media representatives and use these relationships to develop new business opportunities.

Evaluate advertising and promotion programs for compatibility with public relations efforts.

Facilitate consumer relations or the relationship between parts of the company, such as the managers and employees, or different branch offices.

Establish goals for soliciting funds, develop policies for collection and safeguarding of contributions, and coordinate disbursement of funds.

Assign, supervise, and review the activities of public relations staff.

Manage communications budgets.

Draft speeches for company executives and arrange interviews and other forms of contact for them.

Respond to requests for information about employers' activities or status.

Direct activities of external agencies, establishments, and departments that develop and implement communication strategies and information programs.

Develop, implement, and maintain crisis communication plans.

Formulate policies and procedures related to public information programs, working with public relations executives.

Produce films and other video products, regulate their distribution, and operate film library.

Confer with labor relations managers to develop internal communications that keep employees informed of company activities.

Observe and report on social, economic, and political trends that might affect employers.

Maintain company archives.

Manage in-house communication courses.

Skills

Reading Comprehension - Understanding written sentences and paragraphs in work related documents.

Active Listening - Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Writing - Communicating effectively in writing as appropriate for the needs of the audience.

Speaking - Talking to others to convey information effectively.

Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making.

Monitoring - Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.

Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.

Coordination - Adjusting actions in relation to others' actions.

Persuasion - Persuading others to change their minds or behavior.

Negotiation - Bringing others together and trying to reconcile differences.

Service Orientation - Actively looking for ways to help people.

Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate one.

Systems Analysis - Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.

Systems Evaluation - Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.

Time Management - Managing one's own time and the time of others.

Knowledge

Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

Clerical - Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.

Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

Psychology - Knowledge of human behavior and performance; individual differences in ability, personality, and interests; learning and motivation; psychological research methods; and the assessment and treatment of behavioral and affective disorders.

English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.