דרושים Negotiator Assistant Director ב-Ey ב-United States, New York

The position reports to the Global Industry Strategy & Execution Lead. This is a permanent role.

Your key responsibilities

• Connect and collaborate: Be ‘the glue’ driving close connectivity and collaboration across the Sector, Super Region (SR), and Service Line (SL) teams and ensure alignment with global and SR enablement teams. Cultivate community engagement with the GCSPs that supports a view of client demand and buy in of prioritized accounts to drive growth of the Sector.
• Drive growth of Strategic and Premier Accounts: Work closely with GCSPs of the strategically important accounts in driving solutions and campaigns to fuel growth, while converting opportunities to wins for replication by strengthening relationships and working closely with SL and Region Account / Pursuit teams.
• Facilitate and drive execution: Support the shaping of the vision and ambition for the Sector in collaboration with the Global Sector Leader (GSL), SR Sector Leaders and SL representatives and drive end to end execution; Support the activities of the Sector Board ensuring disciplined and impactful board management. Understand and monitor macro-trends for the Sector and orchestrate the strategic planning cycle to drive growth, support prioritization and timely deployment of solutions, accounts and capital.
• Go-to-Market & ‘Big Bet’ Activation: Support GtM and operations teams to ensure effective delivery of the GtM strategy and execute Sector big bets and alliance initiatives. Involved in supporting capital allocation ensuring investments are prioritized against the Sector strategy to drive growth.
• Brand & Market Reputation: Jointly support with BMC and Insights, the right market reputation for the Sector including sector analyst relations and foster relationships with external parties to support EY’s strategic positioning within the Sector.

Skills and attributes for success

Ideally, you’ll have the ability to:

• work through high levels of stakeholder complexity, ambiguity, conflict and with abstract concepts
• identify innovative alternatives, digging into issues to surface core pain points
• Create and drive a project plan, and direct action with tact and diplomacy
• drive a program of work from start to finish
• easily shift between abstract strategic discussions and operational detail
• build trusted relationships and collaborate across dimensions of matrix

What we look for

• Bachelor’s/University degree or equivalent qualification required
• 10+ years current experience with EY or Global Professional Services firm track record
• As the job involves responding to clients' needs and varying time zones, flexibility to work extended hours

Your key responsibilities

Your primary responsibilities will include:

• Execute Adobe alliance strategy and objectives
• Facilitate top to top Adobe relationships and program management to mobilize big strategic bets, accelerate field engagement, and drive action including executing Governance Activities
• Drive results through disciplined, industrialized governance with clear accountability across Service Line/practice, sectors, accounts/regions and Adobe counterparts
• Execute Adobe Global and US Business Reviews feeding insights into Global and US Adobe Alliance executives
• Gain access to Adobe Global level programs, coordinating with Partner Operations to secure required approvals
• Deploy Adobe partner programs including driving local activation and compliance
• Deliver alliance intelligence with complete and accurate financial reporting, Adobe impact/influence
• Activate new countries and regions ensuring proper governance is in place, e.g. supporting business plans, executive relationships, operating cadence and enabling alliance contracts
• Drive Compliance with internal policies and requirements
• Collaborate with BMC to define Marketing messaging and materials
• Contributes to the Global Alliance and Ecosystem Relationship network by contributing content, knowledge sharing, and market insights

This role is based in the US. You can anticipate a mix of virtual work along with regular coordination with other team members across Global and across the Globe. The role will require some travel.

To qualify for the role you must have

• Able to juggle many activities and provide enablement services in the areas of: relationship management, governance oversight, marketing strategy, contract management, financial management, content management, operational support, strong relationship building skills and is highly organized
• Understanding of technology and business benefits of relevant alliance partner products and solutions
• Experience in alliance management or business development for technology or professional services company
• Experience and evidence of success in building and nurturing win-win alliance relationships
• Strong networking and influence management skills resulting in driving actions to outcomes and delivering results actions across organizational boundaries
• Highly credible communicator with excellent organization and project management skills and proven track record delivering alliance sales and revenues

What we look for

• A self-starter who can work independently while also communicating progress and challenges with others on the team
• Comfortable escalating complex issues with recommendations to leadership
• Strong organizational skills and ability to multi-task in support of multiple projects at a time
• Comfortable working with others within EY with unique personalities, cultures and working styles and can adapt your approach to best interact.

Tax - Tax Technology and Transformation – Finance Transformation - Manager

Join our dynamic team as a manager and be at the forefront of finance and tax thought leadership and innovation. In this role, you will co-create strategies that empower client leaders to drive long-term business value and achieve success in their tax functions. Your expertise will be pivotal in designing future-proof operating models that meet rigorous reporting, regulatory, and control standards, all while leveraging cutting-edge technologies. You will craft compelling cases for change, encompassing both financial and non-financial factors, and lead the execution of comprehensive finance and tax transformation programs.

Your key responsibilities

As a Manager in FT, you will play a critical role in leading and delivering innovative business processes and solutions. You will work individually and lead teams to create strategic solutions to navigate through complex challenges and learning opportunities. Your responsibilities will include:

• Support the day-to-day delivery and execution of tax and finance assessment and transformation programs, including:
  • Lead and manage individual workstreams
  • Prepare business proposals and presentations
  • Conduct qualitative and quantitative data analysis
  • Conduct client workshops to identify opportunities for improvement
  • Understand client issues and design and implement transformative solutions
  • Deliver high-quality work products within expected timeframes and on budget
  • Monitor project progress and risks and report these to team leadership
  • Provide support to client representatives as needed
• Collaborate with cross-functional teams to design and execute transformation initiatives that align with clients' business objectives
• Build and maintain strong relationships with clients, acting as a trusted advisor on finance and tax matters
• Mentor and develop junior team members, fostering a collaborative and high-performance culture
• Demonstrate knowledge in the areas of finance and tax operations and processes, finance and tax operating models, shared service centers, and finance and tax technologies

Skills and attributes for success

To qualify for the role, you must have

• A bachelor’s degree in accounting, Tax, Business Administration, Finance, Computer Science, Information Systems or Engineering, or a related field and 5 years of related work experience
• Advanced certification: US Certified Public Accountant (CPA), Enrolled Agent (EA), PMP, Six Sigma Green or Black belt preferred
• Experience conducting finance and tax function assessments
• Experience with multidisciplinary projects that impact tax, including ERP implementations, tax co-sourcing engagements, and/or finance transformations
• Experience managing and supervising teams of professional employees and mentoring team members through development feedback and performance processes, and providing structured, on-the-job feedback
• Experience leading workshops and client-facing presentations
• Experience in project management for large scale transformation programs, preparing and delivering reports, and managing program budget and timelines effectively
• A natural aptitude for learning, problem solving and an entrepreneurial approach to work
• Broad exposure to federal income taxation, statutory reporting, payroll or other related finance activities
• Strong analytical skills, interpersonal, and written/verbal communication skills; problem-solving ability and attention to detail
• Excellent English language communication skills
• Strong organizational and time management skills
• Demonstrated ability to capture and synthesize business requirements
• Flexibility and willingness to travel as well as work in excess of standard hours when necessary
• Strong written and verbal communication skills, especially the ability to break down complex topics into digestible and relevant points for a diverse set of clients and colleagues, at all levels
• Ability to identify process efficiency opportunities to help clients realize significant performance improvements quickly, while challenging and inspiring both coworkers and clients in thinking about diverse situations in new and transformative ways
• Develop your knowledge and experience to provide innovative insights for client’s issues and contribute to thought leadership. You'll actively contribute to improving operational efficiency on projects and internal initiatives
• Effectively manage and motivate client engagement teams with diverse skills and backgrounds. Foster an innovative and inclusive team-oriented work environment. Play an active role in counselling and mentoring junior consultants within the organization
• Foster relationships with client personnel at appropriate levels. Consistently deliver quality client services
• Drive high-quality work products within expected timeframes and on budget. Monitor progress, manage risk and ensure key stakeholders are kept informed about progress and expected outcomes

Ideally, you will also have

• Ability to contribute to business development by working to develop proposals and participate in oral presentations; provide high-quality services/work products; build relationships with clients understanding their unique needs to provide a tailored service
• Cultivate and manage business development opportunities. Understand EY and its service lines and actively assess/present ways to serve clients. Develop and maintain long-term client relationships and networks
• Demonstrate in-depth technical capabilities and professional knowledge

Your key responsibilities

Responsibilities will include:

• Prospecting and lead generation (i.e., demand generation)
• Develop and manage a multi-year sales pipeline.
• Client relationship management.
• Develop compelling win strategies and remain engaged through contract award.
• Sales presentations and sales process management include developing and presenting gate review (i.e., deal enablement) content for the qualification phase.
• Negotiations of teaming agreements with industry partners, ability to support negotiations of terms and conditions.
• Spend approximately 80% of your time actively engaging with your clients.
• Spend approximately 20% of your time on strategy and management initiatives.

Skills and attributes for success

You'll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across the leadership team and service lines to drive a coordinated market effort. With natural coaching skills, you'll inspire others with your actions in the market. You'll be a trusted advisor to the EY account lead (GCSP) and the account team, acting in a consultative manner. You'll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.

To qualify for the role, you must have:

• 10-12+ years’ experience as a business development executive.
• A proven record of selling complex technology solutions to "C" level executives in the SLED space specifically for the State of Massachusetts and/or State of New York.
• Industry relationships with potential teaming partners, alliances, MBE/WBE small businesses, and competitors.
• Outstanding client management and relationship skills, strong executive presence and influencing skills.
• Solid understanding of the marketplace, industry, competitive intelligence, and account information.
• Demonstrated expertise in managing and resolving conflict.
• Bachelor’s Degree

Ideally, you'll also have:

• Strong coaching and mentoring skills.
• Team selling experience.

Information Security (Info Sec)

This position requires excellent English language speaking, reading and writing abilities. This is not a hands-on technical role and no systems administration or design is involved.

Your key responsibilities

• Experience responding to information security assessments and/or audits from external parties, auditors or regulators, or conduting information security risk assessments to suppliers.
• Contribute to the development, implementation and maintenance of Client Security Assurance function.
• Support client and engagement team security assessment inquiries regarding EY’s Global Information Security Program.
• Review and provide commentary regarding information security requirements in client contractual agreements to confirm compliance with EY information security standards. Participate in client discussions to negotiate contractual terms.
• Identify opportunities and execute plans to improve client assurance processes and understand and quantify business impact of those improvements for communication to management.
• Work independently with minimal oversight from management.
• Minimal travel required.

To qualify for the role you must have

• Demonstrated experience responding to information security assessments and/or audits from external parties, auditors or regulators, or conduting information security risk assessments to suppliers.
• Experience working with common information security standards, such as ISO 27001/27002, NIST, ITIL, COBIT
• Understanding of security related regulatory and data privacy concerns globally
• Knowledge of cloud security concepts and enterprise federation services
• Experience translating information security concepts into business and technical language
• Flexibility to adjust to multiple demands, shifting priorities, ambiguity, and rapid change
• Fluency in reading, writing and speaking English

Ideally, you’ll also have a selection of the following

• An advanced degree in Computer Science, Information Systems, Engineering or a related major
• Professional certifications such as CISSP, GIAC, CISM or CISA
• Experience in financial services or other highly regulated industry

What we look for

• An individual who communicates clearly and with self-confidence
• Ability to understand and integrate cultural differences and work effectively in cross cultural teams
• Demonstrated integrity and judgment within a professional environment
• Outstanding management, interpersonal, communication, organizational, and decision-making skills
• The demonstrated characteristics of a forward thinker and self-motivator who thrives on new challenges and adapts to learning new knowledge

• 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.

Your key responsibilities

As an IBM Alliance SE, you’ll be responsible for leading Alliance sales activity by delivering against defined sales and pipeline targets. You’ll build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market. You’ll be a subject matter expert on the alliance program; IBM powered transformations and solutions and joint EY-IBM value proposition. You will have expertise and experience in the IBM platform and solutions including but not limited to: Apptio, Watson, RedHat, SW AG and Hashicorp, their sales & GTM motions, developing/ maintaining relevant alliance partner relationships and able to lead pursuits independently through qualification phase if needed. Your time will be primarily focused on external selling, actively engaging with IBM, your client(s) and EY account and industry leadership.

To qualify for the role, you must have

• 10-12 years of quota carrying sales experience in professional services, solutions, and technology.
• Direct enterprise and alliance channel sales experience
• Experience selling enterprise solutions to Financial Services organizations (Banking, Capital Markets, Insurance and Wealth and Asset Management)
• Services sales experience working at a Big 4 firm. Accenture, IBM or other GSI
• Experience teaming with other system integrators around joint services solutions.
• Knowledge and expertise of IBM technology solutions and platforms
• A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies.
• Expert client management and relationship skills, strong executive presence, and expertise in influencing without authority.
• Knowledge of EY’s Alliances, products and services
• Solid understanding of the marketplace/industry, competitive intel, and target account profiles information
• Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media.
• Strong sector or technical content expertise
• Strong ability to manage and resolve conflict.
• A University/bachelor’s degree

Ideally, you’ll also have

• An advanced degree or MBA
• Technical IT background
• Delivery management leadership experience
• Selling experience with IBM’s recent acquisitions (Redhat, Apptio, SW AG, Hashicorp) solutions
• AI solution selling experience, ideally with IBM watsonx products.
• Joint services experience.
• Strong coaching and mentoring skills
• Team selling experience.
• Ability to travel.

What we offer you
At EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn .

• We offer a comprehensive compensation and benefits package where you'll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $221,410 to $280,070 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 $265,650 to $318,290 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
• Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year.
• Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

Negotiations:

• Support the account team to complete the negotiation with the client’s negotiation lead to take the engagement from “sold” to “closed”
• Collaborate with the EY sales lead on relationship mapping and tiering to align EY’s people with the appropriate client leaders
• Provide advice and strategies on how to get client commitment to a close plan
• Support the deal-making process to document, and then get agreement with the client on, the terms of the deal
• Provide advice / counsel to pursuit teams on the various commercial models available for deals
• Assist in the implementation of negotiation strategy

Deal Support:

• Act as a key conduit of information between the account team and Pursuits & Commercial Excellence leadership
• Team closely with business development leaders to advise and strategize on deal opportunities
• Cascade EY’s negotiation methodology as best practice
• Bring process consistency and synergies for negotiations to the business and client accounts by example and through EY training programs
• Build relationships with business leadership to enable successful implementation of EY’s negotiation methodology
• Leverage proximity and relationships with Sectors and Service Lines to facilitate and encourage successful integration of EY’s negotiation methodology across priority deals
• Instill exceptional client service into the end-to-end negotiations process across EY

Analytical/Decision Making Responsibilities:

• Exercise independent judgment when analyzing information and evaluating results to recommend the best strategy and solution
• Identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems
• Focus on results-oriented behaviors and make sound decisions quickly, given tight timeframes
• Apply strong analytical skills to our proposed solutions and seek information on risks and dependencies to capture in our drafting
• Solve challenging and ambiguous problems in a consistently efficient and effective manner
• Provide exceptional service to the EY account teams across parallel projects by demonstrating the ability to prioritize critical activities to meet business needs in a timely manner, with high quality
• Demonstrate creativity, versatility, and adaptability in a constantly evolving environment with a wide variety of social styles

Knowledge and Skills Requirements:

• Strong business and commercial acumen to quickly become familiar with a given solution
• Capable of leading and being part teams in a complex matrix and unstructured environments with teams geographically distributed
• Ability to lead EY teams without “authority,” using skills of influence and communication
• Attention to detail, and ability to produce work of consistently high-quality under pressure (time and outcomes)
• A high level of drive, ability to work independently, and deal effectively with ambiguity and change
• Fluency of best practice in technology services contract drafting and ability to translate these for EY pursuits
• Strong written and verbal communication skills for EY stakeholders
• Flexibility in working with various EY stakeholders

Supervision Responsibilities:

• Works independently and manages multiple priorities simultaneously
• Directs a virtual team of resources
• Ability to execute performance standards with a high degree of independence and autonomy

Other Requirements:

• Embraces shared philosophy that “great teams” execute a consistent set of behaviors aligned with being a:
  • 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
  • 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
• As the job involves responding to clients’ needs and varying time zones, flexible hours are regularly required
• Limited to moderate to frequent travel will be required

Experience:

• 7+ years’ experience of negotiation and contract drafting experience in commercial and legal terms with substantial experience in the technology services industry (managed services/BPO/system integration/consulting)

• Approximately 4+ years plus of previous “first chair” negotiation experience (in either sales, legal or procurement) in the consulting and managed services industry
• Experience working in a large complex global organization with strong understanding of leading negotiation practices with proven experience
• Experience leading high-performance teams

• University/Bachelors’ degree or equivalent qualification required
• MBA or master’s degree (or equivalent qualification) in Business or related field preferred