Deal Manager

Location:

Atlanta, Austin, Chicago, Charlotte, Dallas, Denver, Houston, Los Angeles, Minneapolis, New York, Philadelphia, Pittsburgh, San Francisco, San Jose, Seattle, Washington

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The Deal Manager is responsible for supporting the firm’s most high-value, strategic deals (those designated Alpha+ and/or Alpha) across the following scope of responsibilities:

• Manage execution of pursuit process, including critical path, timeline, and interdependencies
• Assess competitive situation and help develop differentiated win strategy focused on client priorities while protecting EY’s interests
• Develop power map and tactics to navigate client buying process
• Provide ‘glue’ to focus and guide extended pursuit team through structured sales approach and proposal development
• Collaborate with extended pursuit team define, package and articulate compelling client offer across scope, solution, price, and terms
• Plan storyline/key messages and prepare extended team for orals

The Deal Manager is expected to be a beacon of pursuit excellence, bringing vast knowledge, tools, and resources from across the firm and their own professional experience to proactively keep the pursuit on track and moving towards a winning outcome.

Assistant Deal Managers will develop foundational deal acumen, leadership, and insight by supporting Deal Leads and/or Associate Deal Managers on Alpha+ and/or Alpha deals, respectively.

• Project Management – Organizes, documents, and drives all pursuit work streams and activities throughout the pursuit lifecycle.
  • Executes the firm’s Gold Standard Pursuit Process (GSPP) using gold standard tools and enablers to manage the pursuit from qualification through close.
  • Establishes deal infrastructure, including TEAMS site, calendar, action tracker, team roster, notebook, etc. with support from the Deal Coordinator as needed.
  • Develops and maintains the pursuit plan/action tracker and calendar, making certain that all pursuit activities are assigned ownership, tracked and executed according to schedule.
  • Ensures all pursuit deliverables (e.g., meeting documents, proposals, presentations) are developed on schedule submitted on time and with the highest quality.
  • In coordination with the Deal Leader, sets up and runs a regular cadence of deal status calls with support from Deal Coordinator, as needed. Supports the Deal Leader in developing status call agendas and debriefs.
  • Supports Deal Leader in developing and distributing internal status updates for leadership and others as necessary.
  • Engages and oversees support resources as necessary/appropriate, including Proofers, EY Knowledge, Pursuit Resource Center, additional Creative Services, etc.
  • Act as the centralized knowledge steward for the pursuit.
• Written communications – Crafts articulate and client-centric content across all pursuit deliverables, most notably the win themes and proposal document.
  • Responsible for the development of all client-facing, written deliverables (e.g., meeting documents, proposals, presentations) that adhere to the firm style guide in collaboration with the Creative Designer for design and formatting.
  • In collaboration with other pursuit team members (e.g., Deal Leader, Engagement Partner, Client Partner), develops client-centric win themes that underpin the entire deal strategy. Ensures the win themes are reflected consistently throughout all client communications and deliverables.
  • Authors original content when critical and/or necessary (e.g., cover letter, executive summary) and leverages relevant firm resources to source non-critical, boilerplate content when appropriate.
  • Responsible for making sure the final proposal document tells a consistent, winning story and flows as if written in one voice.
• Deal strategy – Leverages gold standard process/tools, innovation, insight, and resourcefulness to help create a differentiated and winning deal strategy.
  • Supports discussions/meetings around deal…