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About the opportunity
The role of the Alliance Business Development CE for Asia Pac will be responsible for facilitating the pursuit of new business, maintaining existing business, and coaching EY teams in developing relationships at key buying influences which can include the “C Suite” level. This position has responsibility for:
1) Alliance BD Strategy and deployment
2) Pursuit excellence, pursuit methodologies and tools across the firm
3) Innovative services related to Alliances
4) Administration required to support practice management, pipeline accuracy, leveraging available resources to bring the firm’s best thinking and resources to improve win rates and ultimately win in the market.
About you
In your role as an Alliance Business Development Client Executive, Asia Pacific, you’ll:
- Business Development strategy and deployment:
- Lead all team efforts related to Alliance Business Development initiatives in terms of the firm’s objectives, global resources available, and current position in the overall competitive landscape. Creates optimal Alliance BD resource investment plan.
- Drive Alliance Business Development efforts to meet defined yearly sales goals.
- Contribute to and manage the overall BD Alliance pipeline.
- Identify must win opportunities and consult with key stakeholders to build an effective team which can meet the potential client’s objectives.
- Execute opportunity commitment, deal qualification, win/pricing strategy with our people and with our select accounts and pursuits.
- Drive expected margin levels.
- Lead pursuit strategy to properly position the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish firm from competitors.
- Consult with key stakeholders and devise key messages and win themes which illustrate the strengths and benefits the team/firm brings to bear to address the client’s needs.
2. Pursuits
- Drive selected pursuits, integration and pull-through on top-end opportunities where applicable.
- Serve as client facing sales lead on the most strategic and impactful designated opportunities in the Alliance area.
- Leverage and share alliance trends, industry issues, and competitive intelligence.
- Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients’ needs.
- Engage all relevant EY resources to improve account penetration and win rates.
- Develop closing and negotiation strategy with the bid team.
3. Alliance and Innovative Services
- Drive Alliance offerings through the distribution channels.
- Develop and implement communication and education to internal stakeholders (e.g. Partners, G360 and Regional Service Line BDLs)
We’re looking for people with the following experience:
- A Bachelor degree with relevant post graduate/professional qualification is desirable
- Minimum 15 years of complex and large sales experience
- Experienced working in a partnership/professional services environment preferred.
- Experienced in working within a matrix organization - balancing the needs of the client against firm initiatives and goals.
- Able to utilize understanding of the EY organization (matrix) and balance the needs of many stakeholders to achieve firm initiatives and goals.
- Proven ability to influence multiple key stakeholders in multiple countries to achieve objectives
- Able to quickly learn and attain expert knowledge of Ernst & Young’s Alliances, products and services, and an understanding of the business issues of the companies targeted.
- Use in-depth knowledge of the client’s organization, markets, industry and competitor’s to anticipate complex issues and identify solutions.
- Strong demonstrable leadership experience, in particular in large global complex matrixed organizations
- Expert communication and influence skills
- Expert Relationship management experience at C-Suite level
- Strong boardroom gravitas (able to influence without authority)
EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.
Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.
EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.
All in to shape the future with confidence.
