Solutions Executive - SLED Associate Director

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. Join us and build an exceptional experience for yourself, and a better working world for all.   The exceptional EY experience. It's yours to build.   EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.  

Location: Washington DC, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Tallahassee, Tampa, Atlanta, Indianapolis, Des Moines, Kansas City, Wichita, Louisville, New Orleans,  Baltimore, Boston, Detroit, Minneapolis, St Louis, Las Vegas, Hoboken, Iselin, Buffalo, New York, Rochester, Charlotte, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, Dallas, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Chicago, Milwaukee

 

Solutions Specialist (State, Local, Government) Associate Director

 

Our Business Development (BD) function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The Business Development Organization shapes and drives an integrated growth strategy across EY's largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.

 

The Opportunity

The Solutions Client Executive is responsible for driving pipeline across State and Local Government and Higher Education (SLED) for prioritized solutions. This role has responsibility for driving market demand and sales cycle for prioritized solutions by spending at least 70% or more time in the external marketplace. The CE is responsible for the activation of the selected solutions and campaigns for the Area, teaming/collaborating with the SLED Community and the Market Segment. The role involves ensuring the team is activating the power of the EY BD network to ensure exceptional client service to clients, bringing the whole of EY and leveraging on alliances, managed services and digital capabilities as well as assets. The CE has direct sales goals (revenue/pipeline/margin) on solutions. The role will serve as a BD Solution lead on 1 or 2 Solutions. Expected percentage of time spent per BD activity: Strategy 10%/Management 10%/Client facing 80%.

 

Your key responsibilities

Delivers against defined revenue, pipeline and margin targets. Leads pipeline management and discipline for the prioritized Solutions and Campaigns, facilitating the successful closure of the largest deals. Facilitates the activation of prioritized solutions and campaigns, ensuring CEs, MSLs and GCSPs bring solutions to the market after an accurate Field of Play (FOP) analysis. Shapes and drives innovative sales efforts in line with the SLED growth strategy and market dynamics. Is recognized as a sales professional able to bring together the whole of EY across SLs and Sectors, pulling best practices and leveraging on account centric approaches. Identifies new innovative solutions and escalates them to the Area Leadership Team, providing business case and investment need. Influences to achieve an operationally-efficient, diverse and inclusive market-facing Solutions team.

 

• Personal leadership and execution in the market
  • Serves as a BD Solution lead on one/two solutions. Spends majority of time in the external market interacting with clients to drive demand (R). Is the market face of EY in social and traditional media, key external events and meetings in their respective area of expertise (R). Develops an individual brand in market/firm as a world-class sales professional (A). Builds and manages a book of business in line with both individual, competency and market goals (A). Spearheads pipeline creation and sales through demand generation and campaigns in the market (R). Identifies client needs, relationships, opportunities, and gaps to determine the best potential for transformational growth.
• Drive commercial activation of solutions and campaigns
  • Drives awareness and education of sector and cross-sector solutions across Market Segments and Accounts and in line with the Area growth strategy. Leads the customization of sales material for the solutions they are responsible for (A). Facilitate activation of cross-SL campaigns, ensuring Alliances and Managed Services are fully embedded into solutions. Target accounts in joint with campaign leaders and solutions owners. Develops new sales initiatives, strategies and programs designed to capture wallet share for EY