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About the Role

The Deal Lead (DL) Director leads strategic, complex, and large pursuits across all key phases until close. The role's objective is to develop and execute pursuit strategies through exceptional leadership, deal acumen, commercial savviness, and a strategic mindset to position the firm's value proposition and win new business.

Responsibilities

• Support global priority pursuits resulting in contracted “win” sales revenue in excess of the annual sales quota of $80mm in Total Contract Value (TCV)
• Provide leadership in the design, development, and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decisions
• Execute the firm’s Gold Standard Pursuit Process (GSPP) throughout pursuit with key stakeholders, continuously confirming expectations and outcomes are aligned between Client and EY
• Assess pursuit team skills, resources, and level of support required for pursuit, providing the best opportunity to win
• Provide leadership, coaching, and mentoring across all team members executing against the pursuit process
• Drive the momentum of pursuits and team members to ensure deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high
• Drive quality and efficiencies through the pursuit process and controls, delivering the highest quality end product
• Engage and manage EY senior leadership expectations throughout the pursuit and approvals, articulating win themes, sources of client value delivered, competitive positioning, solution details, deal economics, commercial considerations, and deal risk
• Support the transfer of pursuit knowledge, learnings, and client relationships to delivery teams, ensuring their understanding of the requirements for ongoing management of the commercial aspects of contracts
• Conduct formal win/loss reviews to capture knowledge, improving future strategic pursuits
• Participate in EY training sessions and events, sharing success stories across the firm to showcase “gold standard” deal execution
• Deliver formal feedback to pursuit team members during and post pursuit
• Actively share experience and insights to improve the knowledge and skills of US SDT and the firm, as applicable through participation in team meetings, initiatives, and special projects
• Execute firm’s Gold Standard Pursuit Process (GSPP), determining whether EY should start or continue expending resources towards a pursuit relative to client commitment and understanding
• Identify and clearly articulate value beyond quantifiable cost reduction into other, often harder to quantify value components
• Build win-win business cases based on intimate understanding of client goals/objectives, competitive landscape, and EY expected returns to balance competing interests
• Shape the right deal through ongoing evaluation of the intersection of scope, pricing, and terms from submission to contract signature

Requirements

• University/Bachelor’s Degree required
• MBA or master’s degree in Business, IT or related field preferred
• 15+ years management consulting experience with complex deal shaping for Business or IT transformation and strategic sourcing, through formal procurement-led pursuits (e.g. RFPs) and non-RFP sole source pursuits (prefer 20-30% of experience be sole source)
• 10+ years of experience leading multi-geography strategic and commercially complex pursuits, working in a delivery environment with multiple resourcing capabilities (e.g., onshore, nearshore, offshore, consulting, strategy)
• Full pursuit life cycle experience from opportunity identification through to contract close
• Preferred working knowledge of finance, banking, risk, compliance or tax processes
• Preferred execution experience in strategic business and IT transformation (including ERP transformations), managed services, sourcing models, or commercially complex deals
• Expected to remain current on EY training and curriculum

Skills

• Consultative client-service mindset from professional services or strategic sourcing experience
• Proven Business transformation, IT transformation, and strategic sourcing pursuit execution in fast-paced, collaborative, or deal-making environment
• Experienced working in a geographically spread business and agile work environment
• Client-centric pursuit messaging and win themes
• Solution blueprint and details driving cost to serve estimates
• Pricing for value methodology to enhance EY mindset and optimize client and EY ROI
• Lead negotiations in a disciplined fashion to optimize the outcome for EY
• Client centered end-to-end visual communication strategies to convey EY’s win themes
• Skilled in identifying sources of expected client value creation to differentiate EY from other alternatives
• Works with client and delivery teams to co-develop solutions to meet the needs of the business
• Strong individual presence leading and working across teams, developing trusted relationships based on thought leadership and extensive pursuit experience and deal acumen
• Skilled at “connecting the dots” across multiple dimensions of pursuit execution, with insightful perspective to anticipate, navigate complex situations, and shape EY’s response to the client buying needs
• Brings relevant quantitative and qualitative commercial acumen to lead pursuit teams define and distinguish a good deal
• Influences pursuit team to assess and use the full breadth and depth of EY’s experiences, capabilities, and resources to best position EY to win
• Demonstrates high level of credibility to influence key EY and client stakeholders on pursuit and deal strategies & outcomes, including boardroom gravitas
• Produces consistently high-quality outcomes meeting time-sensitive commitments
• Excellent communication skills (written and verbal)
• Demonstrates an understanding of emerging AI, Generative AI and agentic service models, and their potential to transform large-scale business transformation and managed services engagements
• Maintains a keen interest in evolving AI trends and proactively assesses their relevance to client challenges and EY solutions
• Trusted Strategic Advisor – Build Trust and credibility by proactively providing forward-thinking insights and guidance to help pursuit teams develop and execute a winning pursuit strategy
• Gold Standard Champion – Execute EY’s “gold standard” pursuit process process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winning
• Win-Win Advocate – Drive internal and external clients towards outcomes that deliver compelling and sustainable results for both the client and EY
• Creativity and innovation Driver – Inspire and challenge teams to differentiate EY through innovative strategies, experiences, and deliverables that compel our clients to choose EY
• Inspirational Change Agent – Invest in developing world-class talent, methods, tools, and capabilities to deliver better results, create exceptional experiences, and develop transformative leaders and teams

Location

• Chicago
• New York
• Palo Alto
• Sacramento
• San Diego
• San Francisco
• San Jose
• Irvine
• Los Angeles
• Denver
• Stamford
• Hartford
• Orlando
• Miami
• Jacksonville
• Tallahassee
• Tampa
• Atlanta
• Indianapolis
• Des Moines
• Kansas City
• Wichita
• Louisville
• New Orleans
• Baltimore
• Boston
• Detroit
• Minneapolis
• St. Louis
• Hoboken
• Iselin
• Buffalo
• Rochester
• Cleveland
• Columbus
• Portland
• Pittsburgh
• Philadelphia
• Providence
• Greenville
• Nashville
• Memphis
• Houston
• San Antonio
• Austin
• Salt Lake City
• McLean
• Richmond
• Seattle
• Milwaukee
• Washington
• Dallas
• Charlotte

Work Type

• Hybrid

Experience Level

• Director
• 15+ years management consulting experience
• 10+ years of experience leading multi-geography strategic and commercially complex pursuits

Education Level

• University/Bachelor’s Degree
• MBA or master’s degree in Business, IT or related field preferred

Salary/Compensations

• The base salary range for this job in all geographic locations in the US is $334,900 to $423,600 plus participation in an incentive compensation program applicable to Sales Executives.
• The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $401,900 to $481,400 plus participation in an incentive compensation program applicable to Sales Executives.

Benefits

• Medical and dental coverage
• Pension and 401(k) plans
• Wide range of paid time off options
• Flexible vacation policy
• Time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence

About the Company

• At EY, we’re all in to shape your future with confidence.
• We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go.
• Join EY and help to build a better working world.
• EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.
• Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.
• EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions.
• Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.

Equal Opportunity

• EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law.
• EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY’s Talent Shared Services Team (TSS) or email the TSS at ssc.customersupport@ey.com.