Senior Deal Manager

EY (Chiyoda, 日本) フォロー 16日前

今すぐ適用する

At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better, too. Join us and build an exceptional experience for yourself, and a better working world for all.

Are you an established leader in international pursuits? Could you bring energy and inspiration to a highly skilled and valued Asia Pacific Strategic Deals team?
We are helping to set EY apart from our competition and play a critical role in seeing EY achieve its ambitious growth plans and future strategy.
The opportunity

The Strategic Pursuits Leader will be assigned to lead complex Strategic pursuits in the Japan portfolio across all key sales phases, up until close.

Your key responsibilities

The role is responsible for directing the pursuit strategy and position the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish EY from competitors and win the new business opportunity. The role will consult with key stakeholders to build and organize the appropriate pursuit team and to respond effectively to the potential client’s needs. This role will have responsibility to update, assess and make recommendations to the Asia-Pacific Pursuit and BD Leadership, Client Service Partners and Firm leadership to continue or stop the opportunity/pursuit

Strategic pursuit and opportunity management
- Lead assigned opportunity from start to finish.
- Assess and determine levels of support needed based on the opportunity (just in time support, tools and enablers or allocated resources).
- Confirm all steps of the pursuit proposal process and adhere to producing content and final product of the highest quality.
- Drive the momentum of the pursuit and lead all members of the pursuit team to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high.
- Drive quality and efficiencies through the creation and implementation of rigorous process and controls.
- Partner with Regional pursuit teams where applicable to provide a full-service Business Development (BD) coverage model for strategic, high-end pursuits.
People management responsibilities
- Instill Exceptional Client Service to internal and external stakeholders through the BD Pursuit Strategy team’s best in class pursuit process.
- Deploy resources where applicable.
- Responsible for meeting delivery deadlines through control of workflow. Develop and maintain metrics on team performance. Provide feedback to the BD leadership on the teams’ contributions.
- Develop and coach the BD Pursuit Strategy team by providing ongoing one-on-one coaching, mentoring and professional development support to challenge and guide each individual to his or her full potential.
- Provide formal feedback in LEAD (EY’s Performance Management Platform) to all pursuit team members that have worked on pursuits they have lead, including, but not limited to, the Global Client Service Partner (GCSP), Center of Excellence (COE) individuals, other Pursuits Group team members, etc.
Strategic client, internal and external communications
- Drive strategic messaging and lead conceptualization of all client-facing materials.
- Build strategic alliances with and support Client Executives (CEs) and senior managers in the co-development of pursuit strategy and external meeting structure and content.
- Implement Global pursuit material for Asia-Pacific.
- Establish course of action for efficient and effective completion of team projects.
- Manage and lead the development of account, and opportunity “value-propositions”.
Analytical/Decision Making Responsibilities:
- Utilizes understanding of the external marketplace, competitors, EYs resources, risks, etc. to determine the appropriate strategy for each pursuit (including alignment of tools, enablers, resources). This can include determining to pursue or decline opportunities.
Supervision Responsibilities:
- Operates with considerable autonomy and minimal direction.
- Influences and provides indirect coaching to resources including client servers who do not reside within the BD organization

Skills and attributes for success
To qualify for the role, you must have

5+ years or more sales related experience
3+ years of experience at the Senior Manager /Associate Director or equivalent in a similar role
Strong sales and commercial skills on complex, large deals
Excellent oral and written communication skills
Excellent planning, time management and organizational skills
Strong executive presence and ability to build and sustain client relationships at the highest levels of the firm and with C-suite clients.
Ability to influence without authority

Ideally, you’ll also have

Proven track record of consultative sales
Strong understanding of Technology Implementations such as SAP, Microsoft, PEGA, Salesforce
Experience in selling/delivering Managed Services, Business Process Outsourcing and Cloud Technology solutions
Working knowledge of a partnership/professional services environment
University/Bachelor’s Degree required.

Other requirements

Completion of Miller Heiman methodology courses within 1-2 years of hire
Expected to remain current on EY training and curriculum (e.g., Account Management Framework (AMF); Culture, Change and Communications (CCC); Badges; among others)
Some travel may be required within Japan and outside of Japan

What we look for

We are looking for you to make a significant contribution to our Strategic Deals Team in Asia-Pacific. You will bring new thinking, energy and enthusiasm alongside expertise in deal management to a team that’s contributing to EY’s new global strategy.
You will have experience leading virtual teams and know how to draw the best from others, embracing differences and encouraging diversity for successful outcomes.

What we offer

As part of this role, you'll work in a highly integrated, global team with the opportunity and tools to grow, develop and drive your career forward. Here, you can combine global opportunity with flexible working. The EY benefits package goes above and beyond too, focusing on your physical, emotional, financial and social well-being. Your recruiter can talk to you about the benefits available in your country. Here’s a snapshot of what we offer:

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.

Please apply to this role only through the ‘Apply’ link (not through the local office). Your application will then be routed to the appropriate recruiting team.

The exceptional EY experience. It’s yours to build.

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