EY Client Executive requires candidate on-site 

Saudi Arabia, Riyadh Region, Riyadh 

64434873

Essential Functions of the Job:

1. Sales and Pursuits:Build relationships directly with clients’ decision makers for deal targeting, deal origination, deal closing. Work cross-service line.

1. 1. Work as one team with the pursuit leader from the Service Line technical team. The Service Line technical team is responsible for the strong and relevant technical content, leading negotiation, deal wrap-up and closing and subsequent delivery. Develop closing and negotiation strategy with the Service Line technical team. Serve as client facing sales lead on the most strategic designated opportunities. Leverage and share market 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 Relationship Power map, 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.

1. Process and stakeholder management.

1. Additional activities.Pipeline updates, reporting and predictive responsibilities.

CE vs Technical Pursuit Team Responsibilities

In taking on these responsibilities, the CE focuses on relationship management and strategic engagement with clients and partners, serving as a bridge to the technical pursuit team. The CE's goal is to identify opportunities and maintain client relationships, ensuring that strategic objectives are met and that the firm's solutions are well-positioned to secure new business.

Deal Origination and Strategic Coverage:

Identify new strategic opportunities leveraging relationships and insights within client landscapes, focusing on deal sizes, client satisfaction, and long-term strategic coverage. Co-drive the pursuit by aligning client objectives with the firm's capabilities and fostering an environment that centers around strategic growth and profitability.

Technical Solution Crafting and Pursuit Strategy Ownership:

Take full control over the pursuit process, creating and implementing strategies that cater to client's technical requirements, ensuring both technical accuracy and commercial success.

Pursuit Lead and Content Customization:

Develop tailored content that resonates with client needs, defining the value and expertise of the firm's solutions within the proposal.

Pursuit to Closure and Strategic Negotiation Management:

Steer the pursuit through various stages including proposal crafting, presenting, negotiating, and finalizing the deal, emphasizing technical specifics and balanced commercial terms.

Pre-Deal Closure and Delivery Alignment:

These KPIs are aligned with the specified CE responsibilities, centering on securing and nurturing deals. They emphasize not just achieving sales targets but also building sustainable growth, fostering strategic partnerships, enhancing client relationships, and executing innovative business development strategies for strategic market coverage.

Sales Targets Achievement:Successfully achieve or surpass set sales targets by focusing on strategic deals. Emphasize cross-selling and up-selling and elevating market share positions.

Strategic Account Expansion:Evaluate effectiveness in extending the firm’s operational footprint within the Global Account, focusing on deal size, enhanced margins, and comprehensive strategic coverage.

Client Advocacy and Satisfaction Levels:Ensure maintenance of high client satisfaction scores through feedback mechanisms, highlighting the firm’s ability to meet and exceed client expectations, and fostering long-term relationships.

Service Expansion within Accounts:Monitor the extent to which services are expanded within the Global Account, serving as an indicator of trust, client satisfaction, and the successful positioning of the firm as a strategic partner.

Other Requirements:

As the job involves responding to clients' needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required.

University/Bachelor’s Degree required. Advanced degree preferred. (This should be modified per Region to meet cultural education requirements as determined by recruiting).

12+ years of complex and large sales experience. Experience in the relevant sector environment preferred. Experience working in a partnership/professional services environment preferred. Having sat on a board or presented regularly to a board preferred.