Deal Lead

The Deal Lead leads the most strategic, complex, and largest pursuits (e.g. business or IT transformation, managed services, sourcing models, commercially complex deals) in the Area portfolio across all key phases, up until close. The objectives and purpose of the role is to develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial saviness, and a strategic mindset to properly position the firm’s strongest win-win value proposition to the client to win new business opportunities.   
   
To those objectives, the role is responsible for actively leading the pursuit and process with a bias for action, infusing large complex deal experience and know-how to elevate pursuit team thinking on the win strategy, solution, pricing, and commercials. The position works with client and delivery teams to co-develop solutions to meet the needs of the business.   

The opportunity  

The role has responsibility for mobilizing the right pursuit skills and team, and collaborating with key stakeholders to effectively respond to the potential client’s needs and opportunity. This role assesses, make recommendations, and updates  Area  Pursuit  and BD Leadership, Client Service Partners and  Firm  leadership  to continue or  stop  the opportunity/pursuit.   
   
The Deal Lead may act as the Area Deal Lead, in a strategic role, contributing to the strategy, methodology, design and deployment for Deals globally, and activating locally for the respective area.  This role will drive consistency, help increase win rate, enhance deal profitability and perform risk management, all while simplifying our current strategic deal process. This role will provide Area oversight and leadership of the of deals, strategic pricing & insights, negotiations, procurement advisory and pursuits self-help activity with responsibility for performance management of functional team leaders. This role will drive the development and dissemination of globally consistent best practice Deal strategy, methodology, design and deployment plans to be activated at the Area level and implemented at the Region level.  

Your key responsibilities  

• Support global priority pursuits resulting in contracted “win” sales revenue in excess of the $50mm Total Contract Value (TCV):   
• Provides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decisions (e.g., win strategy, client  requirements/needs, competitive analysis, solution, pricing for value, commercial deal principles, Client  facing deal assumptions, and Client/EY stakeholder engagement)   
• Executes firm’s Gold Standard Pursuit Process (GSPP) throughout pursuit with key stakeholders, continuously confirming expectations and outcomes are aligned between Client and EY   
• Assesses pursuit team skills, resources and level of support required for pursuit, providing best opportunity to win   
• Provides leadership, coaching, and mentoring across all team members executing against pursuit process (Pursuit Team, Service Line, Delivery, Account Team, etc.), developing high-performing pursuit teams   
• Drives the momentum of pursuits and team members to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high   
• Drives quality and efficiencies through pursuit process and controls, delivering highest quality end product   
• Engages and manages EY senior leadership throughout the pursuit and approvals, articulating with clarity, win themes, sources of client value delivered, competitive positioning, solution details, deal economics,  commercial considerations, and deal risk (e.g., economic, reputation, media, relationship) 
• Supports the transfer of pursuit knowledge, learnings, and client relationships to delivery teams, ensuring the ongoing management of the commercial aspects of contracts<