Job Title : Commercial and Contract Management
Function : Global Markets
Sub Function : Global Managed Services
Job Rank : Senior Manager
Reports to : Area Commercial Architect Lead
Job Summary :
Managed Services is a critical component of the EY Vision 2020+ strategy and a new area of growth for the firm. GMS is already a $5.
3 Billion business (FY20), a target of $6 Billion in FY21 and has plans to grow in excess of $10 Billion over the next few years.
In order to meet this strategic objective we are undertaking a change in our operating model to enable our Areas (Americas, EMEIA, APAC) to have the right team in place for Managed Services pursuits.
The Commercial and Contract Management role will provide inputs to the commercial proposition prior to qualification of managed service pursuits and then support / provide the negotiation function for those pursuits.
The person will also provide post agreement contract management support and may be expected to build an APAC wide contact management functionality.
Your Key Responsibilities :
Support the design of competitive commercial terms for specific client pursuits working closely with the pursuit leader, solution architect, legal, pricing, negotiations, risk, and independence.
The role upstreams to the design of the commercial solution in order to negotiate those terms and then to operationalise them during production.
Lead commercial negotiations and contract negotiation with the Pursuit Lead and Engagement Partner while supported by Legal for large MS deals.
Support development of contract templates and T&C’s working with legal.
Make appropriate choices of contract structures and templates and align the templates to pursuit needs and client requests.
Choose or re-draft alternative appropriate clauses.
Escalate and provide insights to QRM practitioners as part of the qualification and negotiation process in order to gain approval for the proposal and for changes to the contract / constructs during negotiation.
Apply experience and appropriate delegation of authority guidelines to ensure that EY does not deviate from its approved contractual positions without appropriate governance.
Support upfront qualification of complex managed services pursuits with particular focus on the delivery of commercial value to EY whilst mitigating key risks.
The commercial design will include development of proposed commercial terms, contractual documents, addressing client concerns / requirements and mitigating EY risks.
Create an appropriate bank of Contract Management processes suitable to different Managed Services offerings and contractual specifics.
Make use of existing EY contract management tools and vary as required
Develop relationships with Global Delivery Services (GMS India) contract management practitioners
Provide a Contract Management function on key EY contracts and accounts
Utilise GMS practitioners effectively to provide a low cost but effective service.
Transfer MS skills and expectations to GMS practitioners.
Should demand justify it; hire, transfer in and / or utilise GDS practitioners to provide an ongoing contract management service across APAC region under your leadership and control.
Support the transfer of the commercial and contract knowledge to the EY MS delivery team to ensure the ongoing management of the commercial and contractual aspects of contracts.
Capture knowledge into EY artefacts that can be used to support MS pursuits and ensure it is embedded in EY’s overall approach eg updated commercial architecture
Support training programmes on commercial management for account, MS enablement and delivery teams
Support the recruitment and development of solution talent into the MS Enablement team
The job title does not define or limit your duties and you may be required to carry out other work within your abilities from time to time on request
Skills and attributes for success
Strong business and commercial acumen,
Proven senior commercial expertise for MS and other complex and sensitive pursuits EY and / or external
Minimum 3 year of practical contract management experience gained in a top tier professional services firm
Led the negotiation of significant MS arrangements EY and / or external.
Capable of leading teams in a complex matrix and unstructured environments with teams geographically distributed
Attention to detail, and able to produce work of consistently high-quality under pressure (time & outcomes)
A high level of drive, ability to work independently and deal effectively with ambiguity and change
Ability / credibility to influence key EY and client stakeholders on robust commercial strategies & outcomes - personal style, experience and approach
Fluency of best practice MS commercial arrangements and ability to translate these for EY pursuits
Strong written and verbal communication skills for client C-Suite and EY senior stakeholders
To qualify for the role, you must have
Typically, the candidates will have one of the following, Post Graduate Business Degree, or Law qualifications.
10+ years of post-qualification experience.
Experience leading and supporting negotiations for complex managed services and or other professional services opportunities.
Minimum 4 year of practical contract management experience gained in a top tier professional services firm.
Lead teams of at least 5 people in a managed services or other professional services delivery role
Proven examples of the application of commercial and financial skills in the development, negotiation and / or delivery of managed services deals.
Ideally, you’ll also have
Strong business partnering skills and a demonstrable experience of influencing commercial decisions with senior stakeholders
Ability to build compelling narratives for non-commercial or non-technical audiences.
Able to demonstrate influence and appropriate gravitas and persuasion skills towards Partners, pursuit team and external clients
What working at EY offers
Support and coaching from engaging colleagues
Opportunities to develop new skills and progress your career
The freedom and flexibility to handle your role in a way that’s right for you
If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible.