Asia-Pacific Strategic Lead Negotiator
Ernst & Young Global Limited
Hong Kong, Hong Kong, China
4天前

Job Summary

As a Strategic Lead Negotiator, you will provide negotiation and deal closing strategy and execution expertise as part of a multi-disciplinary team formed to advance EY’s ability to sell, shape and contract large transformational opportunities within the Area, including Managed Services opportunities.

Your primary focus will be to represent EY’s financial and business objectives by co-developing and executing negotiation strategies and tactics that will enhance EY’s negotiation position, outcomes and win rates, including participating in face-to-face negotiations to successfully close new business opportunities.

You will work with EY professionals, leaders and clients on EY’s largest and most complex deals ranging from Managed Services to large consulting / SI / ERP implementations

Essential Functions of the Job :

Effectively interact with pursuit teams to advise, prepare and lead them for client interactions and negotiations.

Develop creative solutions and persuasive arguments to help account teams overcome client barriers and obstacles, and handle internal team disputes (i.

e., differences of opinions on the best strategy to employ) with minimal supervision.

Provide strategic guidance during the negotiation and development of Statements of Work (SOW) and Master Service Agreements (MSA), detailing essential information related to scope of services and associated terms and conditions, so profitability is not adversely impacted.

Collaborate with account teams to provide strategic guidance on win themes, communication and pricing strategies and related areas during the development of EY’s response to Request for Proposals (RFPs).

Assess client relationships, contractual terms, pricing and scope issues to maintain competitiveness and profitability during the bidding process.

Directly participate in client negotiations and collaborate in other client negotiations to execute planned activities.

Assess coaching needs, develop and execute training approach; drive business meetings to develop partners, engagement leads and other account team members with key negotiating skills needed to support the pursuit, and to win the client engagement

As required, facilitate internal training sessions and workshops for diverse audiences within Regions. Assorted topics could include deal shaping, service offerings, negotiation preparation and strategies, coaching on client discussion (i.

e., script writing), contractual terms, and condition development strategies, etc.

Analytical / Decision Making Responsibilities :

Ability to exercise considerable independent judgment when analyzing information and evaluating results to recommend the best strategy and solution.

  • Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Solution-oriented and makes sound decisions quickly, given tight timeframes.
  • Demonstrate versatility in a constantly evolving environment with a wide variety of social styles.
  • Influence / challenge the Account Team to optimize the chances of winning.

    Supervision Responsibilities :

    Provide coaching and feedback to new and less experienced pursuit team members as appropriate.

    Knowledge and Skills Requirements :

  • Learn and understand EY services including service line margin and revenue growth objectives.
  • In-depth experience and understanding of the marketplace and strategic industry trends (e.g., cost drivers, levers, competitive situations, legal terms and conditions).
  • In-depth legal or negotiations background as well as direct, hands-on negotiation experience.
  • Knowledge of business and management principles involved in strategic account planning and business development.
  • Knowledge of impacting laws, legal codes, precedents, government regulations that could impact business decisions and contract terms and conditions.
  • Strong teaming and negotiating skills, persuading others to agree to pricing, terms and frameworks beneficial to the firm.
  • Effective verbal and written communication skills to clearly articulate key information and insights.
  • Skills and attributes for success

    Ability to exercise considerable independent judgment when analyzing information and evaluating results to recommend the best negotiation strategy and tactics.

  • Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Establish credible relationships and become a trusted advisor and pursuit leader for specific Region leaders and account team member.

    Ability to interface with the most senior leaders at client organizations (CFO, Controller, etc.) with limited guidance or oversight from others.

  • Learn and understand EY services including service line margin and revenue growth objectives.
  • Responsible for the development and implementation of best practice solutions and tools to enhance performance of the Strategic Deal Team.

    Versatility and flexibility in a constantly evolving environment with a wide variety of social styles.

    Ability to get up to speed quickly on an opportunity with novel substance.

    Executive presence and personality style to lead and inspire diverse, high-performing teams.

    Provides coaching and mentoring to others; ability to supervise the support team including third-party resources.

  • Execute responsibilities with minimal oversight.
  • Other Requirements :

    As the job involves responding to clients’ needs and varying time zones, long hours are regularly required.

  • Moderate to frequent travel may be required.
  • Job Requirements : Education :

  • Bachelor of Arts (Law) or other Bachelor degree in related discipline;
  • Advanced degree and / or additional legal training preferred
  • Experience :

    A minimum of 10 years procurement, client negotiation and / or business development experience in the professional services and solutions arena

  • Previous experience of managing teams / communities
  • Proven ability to influence and build collaborative relationships with a wide range of stakeholders

    Experience working in a cross-border, multi-cultural environment

    Certification Requirements :

    Legal, TPA, or procurement certification preferred

    Who we are

    EY is committed to being an inclusive employer and we are happy to consider flexible working arrangements. We strive to achieve the right balance for our people, enabling us to deliver excellent client service while allowing you to build your career without sacrificing your personal priorities.

    While our client-facing professionals can be required to travel regularly, and at times be based at client sites, our flexible working arrangements can help you to achieve a lifestyle balance.

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