Lead Negotiator - Associate Director (Hoboken)

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Location: New York, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Tallahassee, Tampa, Atlanta, Indianapolis, Des Moines, Kansas City, Wichita, Louisville, New Orleans, Baltimore, Boston, Detroit, Minneapolis, St. Louis, Hoboken, Iselin, Buffalo, Rochester, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, Dallas, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Milwaukee, Washington, Chicago, Charlotte

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Lead Negotiator Associate Director

Job Summary:

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 clients team, to a collaborative and mutually value-based outcome. The role is primarily responsible for working on EYs 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 clients 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 pratices in negotiation.

Essential functions:

Negotiations

• Lead the actual negotiation process as a first chair with the clients negotiation lead to take the engagement from sold to closed
• Collaborate with the EY sales lead on relationship mapping and tiering to align EYs 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

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 EYs 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 EYs negotiation methodology at the Region level
• Leverage proximity and relationships with Regional business leads to facilitate and encourage successful integration of EYs negotiation methodology across priority deals in the region
• Instill exceptional client service into the end-to-end negotiations process across EY

Analytical/Decision Making Responsibilities:

• 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

Knowledge And Skills 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

Supervision Responsibilities:

• 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

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 EYs gold standard pursuit process with discipline and expertise to improve consistency and use of leading practices in EYs 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 our 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
• As the job involves responding to clients needs and varying time zones, flexible hours are regularly required
• Limited to moderate to frequent travel will be required

Experience:

• 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.
• MBA or masters degree (or equivalent qualification) in Business or related field preferred

What We Offer You

At EY, well develop you with future-focused skills and equip you with world-class experiences. Well empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more.

• We offer a comprehensive compensation and benefits package where youll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $160,000 to $308,000. The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $192,000 to $350,000. 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.
• Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year.
• Under our flexible vacation policy, youll decide how much vacation time you need based on your own personal circumstances. Youll 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]]>