EY Engenheiro/a de Dados - Pleno 

Brazil, Minas Gerais 

356057827

Negotiations

• Lead the actual negotiation process as a “first chair” 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
• Lead the deal-making process to document, and then get agreement via contractual language with the client on, the terms of the deal
• Provide advice / counsel to pursuit teams on the various commercial models available for large complex deals
• Assist in the activation and implementation of negotiations strategies for the Region

Deal Support:

• Act as a key conduit of information between the account team and Pursuits & Commercial Excellence leadership
• Team closely with regional business development leaders to advise and strategize on deal opportunities
• Cascade EY’s negotiation methodology as a global best practice
• Bring process consistency and synergies for negotiations to the Regions and client accounts by example and through EY training programs
• Build relationships with Global and Regional leadership to enable successful activation and implementation of EY’s negotiation methodology at the Region level
• Leverage proximity and relationships with Regional business leads to facilitate and encourage successful integration of EY’s negotiation methodology across priority deals in the region
• 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
• Identify opportunities for increasing sales and drive towards achieving the Engagement Revenue objectives
• 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 across the world and in different time zones

Supervision Responsibilities:

• Works independently and manages multiple priorities simultaneously
• Directs a virtual team of resources
• Operate as a “first chair” to the deal team, leading the drive, giving direction on tasks and timelines, and oversee drafting of the contracting documents
• Ability to execute performance standards with a high degree of independence and autonomy
• Ability to serve as a Counselor to other pursuit team members

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
  • Gold Standard Champion – Execute EY’s “gold standard” pursuit 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
• 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:

• 10+ 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 7+ 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 and managing high-performance teams

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