EY Senior Specialist Negotiator 

United States, New Jersey 

726807715

Your key responsibilities include

• 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 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
• Maintain oversight of global priority deals across relevant Regions to ensure flow through EY’s negotiation methodology
• Assist in the activation and implementation of global negotiations strategy in Area / Region respectively
• 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 Global, Area, Service Lines and Regions 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
  

Skills and attributes for success

• 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

To qualify for the role, you must be

• Trusted Strategic Advisor – Build Trust and credibility by proactively providing forwardthinking insights and guidance
• Gold Standard Champion – Execute EY’s “gold standard” pursuit process with discipline and expertise
• 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
  

Ideally, you’ll also have

• 12+ 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)
• Approx. 7+ years of previous “first chair” negotiation experience (in either sales, legal or procurement) in the technology services industry
• Completion of Miller Heiman methodology courses within 1-2 years of hire

• 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.