Lead Negotiator, Associate Director - Technology Services

Location:

Akron, Atlanta, Boston, Charlotte, Chicago, Cincinnati, Cleveland, Dallas, Denver, Des Moines, Detroit, Fort Worth, Grand Rapids, Greenville, Houston, Indianapolis, Jacksonville, Louisville, Miami, Milwaukee, Minneapolis, Nashville, Charlotte, Raleigh, Richmond, San Antonio, St Louis, Tampa, Toledo, Washington DC.

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The Lead Negotiator – Associate Director is a “deal closer” who has the experience and skill to run a holistic negotiation strategy and manage the EY deal team, and the client’s team, to a collaborative and mutually value-based outcome. The role is primarily responsible for working on EY’s 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 client’s 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 practices in negotiation.

• 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
• Assist in the activation and implementation of negotiations strategies for the Region

• 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

• 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 time frames
• 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

• 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…