Lead Negotiator - 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.  

 

The opportunity

The Lead Negotiator – Associate Director role provides the opportunity to be a “deal closer” for EY’s largest and most complex deals by utilizing your business acumen, leadership skills and emotional intelligence as a negotiation leader to achieve a mutually value-based outcome between EY and our clients.

 

Your key responsibilities

 

• 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
• 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
• Assist in the activation and implementation of negotiations strategies 
• Identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems

 

Skills and attributes for success

To qualify for the role you must have 

 

• 10+ 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)
• Approximately 7+ years plus of previous “first chair” negotiation experience (in either sales, legal or procurement) in the technology services industry 
• Experience working in a large complex global organization with strong understanding of leading negotiation practices with proven experience
• Experience leading and managing high-performance teams
   

Ideally, you’ll have

 

• The ability to provide advice and strategies on how to secure client commitment to a close plan.
• Experience in leading the deal-making process to document and achieve agreement with the client on the terms of the deal.
• The capability to offer advice and counsel to pursuit teams on the various commercial models available for large complex deals.
   

What we look for

 

The ideal candidate will provide exceptional service to the EY account teams across parallel projects by prioritizing critical activities to meet business needs in a timely and high-quality manner. They will demonstrate creativity, versatility, and adaptability in a constantly evolving environment, effectively navigating a wide variety of social styles. The candidate needs to exercise independent judgment, analyze information and evaluate results to recommend the best strategies and solutions. With a strong focus on results-oriented behaviors, they will make sound decisions quickly, even under tight timeframes, and will be adept at solving challenging and ambiguous problems in a consistently efficient and effective manner.

What we offer   The compensation ranges below are provided in order to comply with United States pay transparency laws. Other geographies will follow their local salary guidelines, which may not be a direct conversion of published US salary ranges. We offer a comprehensive compensation and benefits package where you’ll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $160,000 to $308,000 . The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $192,000 to $350,000 . Individual salaries within those ranges are determined