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Discipline : Clients and Industries, Pursuits & Commercial Excellence
Role Type : Deal Manager - Assistant Director
The opportunity
The Deal Manager - Assistant Director partners with Engagement Teams to support regional strategic, high-value pursuits. They engage early and at multiple stages during the pursuit process and are responsible for developing a tailored communications strategy to articulate a compelling ‘Why EY’ proposition in all pursuit collateral. The Deal Manager - Assistant Director is responsible for the tactical management of all pursuit work-streams including the facilitation of pursuit readiness sessions, touchpoint campaign, draft value proposition, proposal development and orals preparation. The Deal Manager - Assistant Director provides support, advice and expertise to in all the stages of Bid Management Process, involving in pre-RFP, RFP response and post-RFP phase
Deal Manager - Assistant Directors are expected to
- 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.
Additionally, the Deal Manager - Assistant Director is required to identify, develop and implement innovative approaches to pursuit management and drive adoption of these across the Region.
Your key responsibilities
Strategic Pursuit and Opportunity Management
- Partner with Engagement Teams to provide a full-service pursuit management model for Regional strategic, high-end opportunities
- Leads by example and advocates for gold standard pursuit practices
- 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.
- Suggests creative ideas that enhance our win strategy or ability to differentiate
- Manage and leads the development of opportunity value propositions
- Develop strategic messaging and lead conceptualization of all client-facing pursuit collateral
- Ensures all pursuit deliverables (e.g., meeting documents, proposals, presentations) are developed on schedule submitted on time and with the highest quality
- Ultimately responsible for quality control of all client-facing materials during the pursuit
- Ensures deal infrastructure is established & maintained, 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.
- Plan storyline/key messages and prepare extended team for orals
- Supports team strategic and/or operational initiatives to develop new or enhance existing best practices, tools, or enablers.
- Act as the central point of contact in managing the end-to-end process: evaluating requirements, organizing meetings, preparing meeting notes, finalizing timelines and accountabilities as per deadlines
- Serve as a facilitator/key contributor in pursuit strategy sessions, manages output and drives actions
- Shares lessons learned, best practices and innovation from pursuits and other experiences with teammates, the broader BD community, and the global firm as appropriate.
- Act as the knowledge steward for the pursuit
- Builds collaborative relationships with pursuit teams & senior client stakeholders,
- Lead post pursuit analysis and review; makes recommendations for process improvement
- Maintain relationships with other Deal Activation teams and key interdependency groups across the organization Participate in relevant internal and external networks
- Facilitate internal deal governance process
Analytical/Decision Making Responsibilities:
- Champion CoE best-practice pursuit management tools and processes
- 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:
- Work with considerable autonomy while often managing the work of others
- Provide coaching and mentoring to others; may serve as a Counsellor to other Deal Coordinators in P&CE.
- Support the onboarding and training of new hires in P&CE.
- Develop and coach Deal Coordinators, Client Executives and Client Servers, through teaming on pursuits and facilitated training
- Oversee the work of the pursuit support team, including third-party resources (e.g. Deal Coordinator, external translation services, etc.)
Skills and attributes for success
- Critical thinking, organized, detail – oriented with strong analytical skills and the ability to meet tight deadlines
- Good understanding of Business Development and Pursuit Management
- Strong analytical skills and the ability to meet tight deadlines which are essential for a fast-paced environment
- Excellent communications skills (verbal, written and listening)
- Strong inter-personal skills
- Ability to analyze data and derive conclusions
- Excellent critical and strategic thinking
- Excellent project management and negotiation skills
- Self-motivated, resourceful & ability to work independently with minimal supervision
- Ability to influence without authority, lead and coach others
- Proven ability to influence and build collaborative relationships with a wide range of stakeholders
To qualify for the role, you must have
Education:
- Bachelor’s degree (advanced degree preferred)
- MBA (Marketing/International Business)
Experience:
- 12-15 years in Business Development of which minimum 5 years should be in Bid Management/Pre-Sales/Pursuit Management in professional services organizations
- Minimum 5 years’ experience working with large Global organization preferably in a professional services firm
- Must have communications and proposal writing experience
- Experience in managing end to end managed services deals
- Experience working in a cross-border, multi-cultural environment
Certification Requirements:
- Expected to remain current on EY training and curriculum (e.g. Account Management Framework (AMF), Badges, etc.)
- APMP and or PMP Certification would be added advantage
Ideally, you’ll also have
- As the job involves responding to clients' needs and varying time zones, long/flexible hours are regularly required
- Moderate travel - including occasional international travel - will be required
Technologies and Tools
- Excellent MS office skills, specifically PowerPoint are required
What we offer
EY Global Delivery Services (GDS) is a dynamic and truly global delivery network. We work across six locations – Argentina, China, India, the Philippines, Poland and the UK – and with teams from all EY service lines, geographies and sectors, playing a vital role in the delivery of the EY growth strategy. From accountants to coders to advisory consultants, we offer a wide variety of fulfilling career opportunities that span all business disciplines. In GDS, you will collaborate with EY teams on exciting projects and work with well-known brands from across the globe. We’ll introduce you to an ever-expanding ecosystem of people, learning, skills and insights that will stay with you throughout your career.
- Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
- Success, as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
- Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
- Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.
EY | Building 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.
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