EY Senior Specialist Negotiator 

United States, New Jersey 

897085625

Your key responsibilities include

• Understand and become a trusted advisor to the sector or service line assigned and make the value proposition for the negotiator role clear and impactful
• Expand the portfolio of engagements through outstanding work, networking and presentations
• Document and quantify the results of the engagements to demonstrate the value and ROI of the skills the team brings to the business
• Help to manage, mentor and grow the team to develop mastery and confidence in their skills and to advance their careers
• 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
• Lead successful activation and implementation of global negotiations strategy in Area / Region respectively
• Act as a key conduit of information between the account team and P&CE 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; and 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 as well as sales capability to quickly become familiar with a given solution
• Capable of leading and being part of EY teams in a complex matrix and unstructured environments with teams geographically distributed
• 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 forward-thinking 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

Ideally, you’ll also have

• 5+ 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)
• 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.