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Job description

Area Alliances Client Executive
The opportunity
The Area Alliances Client Executive (CE) is responsible for driving activity (pursuit of new business, maintain existing business and developing relationships at key buying influences for one or two alliance partners (dependent on Area needs and maturity of our relationship with alliances). The (CE) will be in the market identifying opportunities directly with clients and driving relationships with relevant "C suite" clients to grow the joint alliance/EY share of wallet. The CE will be the Subject Matter Expert (SME) for the dedicated alliance(s) but will also drive the firm to always consider and apply the alliance as a way to better deliver services to our clients. This role will need to work closely with the Services BD team, as there will be a large degree of opportunity, pipeline and solution overlap. The role will focus on Alliance BD strategy and deployment and will manage the strategic relationship with our Alliance partners together with the Area Alliance Leader. This role will leverage available resources throughout EY to bring the firm's best thinking and resources to improve win rates and ultimately win in the market. This role will have responsibility for leading the Alliance BD activity and will have personal sales goal, pipeline and revenue targets. Expected percentage of time spent per BD activity: Strategy 10% /Management 10% /Client facing 80%.
Your key responsibilities
Deliver against defined sales, pipeline, GTER and margin targets. Build relationships with top priority clients for alliance targeting and drive revenue directly in the market. Manage the alliance company stakeholders, align strategy and ensure right level of support when needed. Build awareness and education of alliance benefits and opportunities for EY internally. Build external brand of EY within the alliance context, structured use of BMC resource. Drive innovation and filtering of new ideas for solution co-development with alliance. Increase the revenue derived from digitally enabled opportunities and pipeline in EY.
1. Business Development strategy and deployment: Collaborate on a yearly sales and/or account plans in alignment with the key Alliance leaders, Alliance ambitions, growth with goals, and market execution plan that aligns with Global and Area Sales Plans. Leads all team efforts related to Alliance Business Development initiatives in terms of the firm's objectives, global resources available, and current position in the overall competitive landscape. Creates optimal Alliance BD resource investment plan. Drive Alliance Business Development efforts to meet defined yearly sales goals and contribute to and manage the overall BD Alliance pipeline. Make recommendations whether to pursue or decline relevant opportunities to members of firm leadership and, if declined, recommend to leadership required changes to compete effectively in the future. Identify must win opportunities and consult with key stakeholders to build an effective team which can meet the potential client's objectives and engage with clients in the market to ensure optimal growth of the relationship from an alliance angle. Executes opportunity commitment, deal qualification, win/pricing strategy with our people and with our select accounts and pursuits. Drive expected margin levels, including negotiation of MSAs and ways of working with alliance partners. Lead pursuit strategy to properly position the firm's thought leadership, global capabilities, resources, and overall credentials to positively distinguish firm from competitors. Consult with key stakeholders and devise key messages and win themes which illustrate the strengths and benefits the team/firm brings to bear to address the client's needs.
2. Pursuits: Driving priority select pursuits, integration and pull-through on top-end opportunities where applicable. Serve as client facing sales lead on the most strategic designated opportunities in the Alliance area. Leverages and shares alliance trends, industry issues, and competitive intelligence in pursuits. Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients' needs. Consult with key stakeholders to develop Voters Matrix, Miller Heiman Blue Sheet, Calendar of Events and contact list of potential client's decision makers. Provide regular updates on pursuit progress to firm leadership. Engage all relevant EY resources to improve account penetration and win rates. Develop closing and negotiation strategy with the bid team.
3. Alliance, Brand and Innovative Services: Drive Alliance offerings through the distribution channels: G360, Market Segments and Service Lines. Develop and implement communication and education to internal stakeholders (e.g. Partners, G360 and Area Service Line BDLs).
• Be a subject matter expert on the alliance program, drive a relentless awareness campaign in both EY and at the alliance leadership level across all sectors and service lines.
• Be recognized as the go to person in the Area for all proposals, opportunities and relationships related to the alliance. Maintain key relationship with the alliance company account manager for EY (external) to ensure full alignment and follow up on all opportunities that arise where EY can engage in alliance driven revenue.
• Develop relationships at Alliance Company with senior/executive leadership to ensure the alliance strategy are connected and there is relevant engagement and drive from both ends.
• Drive marketing buyer programs and events to raise awareness and raise market profile. Work with BMC teams to ensure communications on alliance progress and insight to EY stakeholders. Educate stakeholder groups on alliance differentiation and insight.
• Additional activities: Pipeline updates, reporting and predictive responsibilities.
Analytical/Decision Making Responsibilities:
• This role will make decisions concerning which opportunities to pursue, methodology, resource alignment, operational efficiencies, etc.
• Uses in-depth knowledge of the client's organization, markets, industry and competitors to anticipate complex issues and identify solutions.
• Leverages the knowledge of the client's issues and the industry/sector trends, to identify the appropriate product/solution and/or help develop new service offerings that will meet the client's needs.
• Utilizes understanding of the EY organization (matrix) and balances the needs of many stakeholders (internal and external) to achieve results.
Supervision Responsibilities:
• Role operates with considerable autonomy.
• This role will coach personnel related to Alliance offerings and will be expected to inspire others through action in the marketplace.

Qualifications:
Skills and attributes for success
To qualify for the role, you must:
• CE resources need to be driven individuals and possess the hard and soft skills necessary to drive transformational performance across our portfolio of accounts and solutions.
• Ability to build high-impact c-suite relationships quickly and sustain them. Strong content expertise (technical/sector).
• Strong change agent skills. The ability to flex personal style as required. Strong ability to focus on commercial outcomes that align with the interests of our clients.
• Strong knowledge of current and emerging sales tools, methodologies and go-to-market (GTM) models including social media. Leading and credible social media profile.
• Expert client management and client relationships skills. Strong Executive presence. Expert influencing, facilitation and communication skills. Strong coaching skills. Expert knowledge of EY's Alliances, products and services. Strong business acumen. Mastery of key elements of the pursuit process. Able to influence without authority. Skilled in conflict and change management.
• This role will make decisions concerning which opportunities to pursue, methodology, resource alignment, operational efficiencies, etc.
• Uses in-depth knowledge of the client's organization, markets, industry and competitor's to anticipate complex issues and identify solutions.
• Leverages the knowledge of the client's issues and the industry/sector trends, to identify the appropriate product/solution and/or help develop new service offerings that will meet the client's needs.
• Utilizes understanding of the EY organization (matrix) and balances the needs of many stakeholders (internal and external) to achieve results.
Ideally, you'll also have:
• 12 years of complex and large sales experience. Experience in the technology sector environment/Alliance area preferred.
• Experience working in a partnership/professional services environment preferred.
• Having sat on a board or presented regularly to a board preferred.
• Completion of Miller Heiman methodology courses within 1-2 years of hire. Expected to remain current on EY training and curriculum (e.g. AMF, CCC, Badges, among others).
• University/Bachelor's Degree required. Advanced degree preferred.
What we look for
We're looking for an experienced, high energy, self-starting individual who embraces change and innovation and has a passion for helping us Build a Better Working World.
Other requirements:
• Long hours may occasionally be required to meet project commitments and/or preparing materials for clients (internal and external).
• Flexibility in working hours to accommodate workload and multiple time zones, as needed.
• Travel (including international travel) may be required.
What working at EY offers:

We offer a competitive remuneration package where you'll be rewarded for your individual and team performance. Our comprehensive Total Rewards package includes support for flexible working and career development, and with FlexEY you can select benefits that suit your needs, covering holidays, health and well-being, insurance, savings and a wide range of discounts, offers and promotions. Plus, we offer:
• Support, coaching and feedback from some of the most engaging colleagues around
• 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
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 whilst allowing you to build your career without sacrificing your personal priorities.
About EY
As a global leader in assurance, tax, transaction and advisory services, we're using the finance products, expertise and systems we've developed to build a better working world. That starts with a culture that believes in giving you the training, opportunities and creative freedom to make things better. Whenever you join, however long you stay, the exceptional EY experience lasts a lifetime. And with a commitment to hiring and developing the most passionate people, we'll make our ambition to be the best employer by 2020 a reality.
If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible.
Join us in building a better working world.
Apply now.
EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.
Job Sector
Human Resources
Job Position
HR Manager
Address
United Kingdom Show on map
Post date
Closing date

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