Client Executive - Alliances

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. 

 

The opportunity

 

The Area Alliances Client Executive (CE) is responsible for driving activity (pursuit of new business, maintain existing business and developing relationships) at key buying influences for one or two alliance partners. The (CE) will be in the market, identifying opportunities directly with clients and driving relationships with relevant “C suite” clients to grow the joint alliance/EY share of wallet.

 

The CE will be a subject matter specialist for the dedicated alliance(s) but will also drive the firm to always consider and apply the alliance offerings to better deliver services to our clients. This role will need to work closely with the Services and Solutions BD teams, as there will be a large degree of opportunity, pipeline, and solution overlap.

 

Expected percentage of time spent per BD activity: Strategy 10%/Management 10%/Client facing 80%.

 

Your key responsibilities

 

• Business Development strategy and deployment:
  • Collaborate on annual sales plans and/or account plans in alignment with the key Alliance leader. These should incorporate Alliance ambitions, with our own EY growth goals, and incorporate a market execution plan that aligns with EY Global and Area Sales Plans.
  • Identify opportunities and consult with key stakeholders to build pipeline which meet the potential client’s objectives. Engage with clients in the market to ensure optimal growth of the relationship from an alliance angle.
  • Support achievement of expected margin levels, through use of EY levers such as negotiation of MSAs, and joint mechanism such as flexing delivery models with the alliance partners.

 

• Pursuits:
  • Serve as client facing sales lead on the strategic designated opportunities in the Alliance area.
  • Drive integration and pull-through on top-end opportunities where applicable.
  • Share insights on alliance trends, industry issues, and competitive intelligence with the pursuit teams
  • Help evaluate business issues and service responses required to meet potential clients’ needs.
  • Where appropriate support innovation and co-creation of strategic solutions to meet client needs and support developments with Alliance partners.

 

• Alliance, Brand and Innovative Services:
  • Drive Alliance offerings through the most appropriate distribution channels: G360, Market Segments and Service Lines.
  • Be a subject matter expert on the alliance program, drive a relentless awareness campaign in both EY and at the alliance leadership level across key sectors and service lines. 
  • Develop and maintain key relationship with the alliance company account manager for EY (external) to ensure full alignment and follow up on all opportunities that arise where EY can engage in alliance driven revenue. 
  • Develop relationships at alliance company with senior leadership to ensure the alliance strategy is connected and there is relevant engagement and drive from both ends. 
  • Drive marketing buyer programs and events to raise awareness and raise market profile.

 

• Analytical/Decision Making Responsibilities: 
  • This role will with support from leadership, make recommendations concerning which opportunities to pursue, which methodology to deploy, and identify operational efficiencies, etc. 
  • Use knowledge of the client's organization, markets, industry and competitors to anticipate complex issues and identify potential solutions. 
  • Leverages the knowledge of the client’s issues and the industry/sector trends, to identify the appropriate product/solution and/or help develop new service offerings that will meet the client’s needs. 
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