Strategic Pursuit Leader

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. 

 

Are you an established leader in the area of international pursuits? Could you bring energy and inspiration to a highly skilled and valued Strategic Deal team?
We are helping to set EY apart from our competition and play a critical role in seeing EY achieve its ambitious growth plans and future strategy. 

The opportunity

The Strategic Pursuits Leader Associate Director will be assigned to lead complex Strategic pursuits in the Area portfolio across all key phases, up until close.

Your key responsibilities

The role is responsible for directing the pursuit strategy and positioning the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish EY from competitors and win the new business opportunity. The role will consult with key stakeholders to build and organize the appropriate pursuit team and to respond effectively to the potential client’s needs. This role will have responsibility to update, assess and make recommendations to Area Pursuit and BD Leadership, Client Service Partners and Firm 
leadership to continue or stop the opportunity/pursuit

 

Strategic pursuit and opportunity management
 

• Lead assigned opportunity from start to finish.
• Assess and determine levels of support needed based on the opportunity (just in time support, tools and enablers or allocated resources).
• Confirm all steps of the pursuit proposal process and adhere to producing content and final product of the highest quality.
• Drive the momentum of the pursuit and lead all members of the pursuit team to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high.
• Drive quality and efficiencies through the creation and implementation of rigorous process and controls.
• Partner with Regional pursuit teams where applicable to provide a full-service Business Development (BD) coverage model for strategic, high-end pursuits.

People management responsibilities
 

• Instill Exceptional Client Service to internal and external stakeholders through the BD Pursuit Strategy team’s best in class pursuit process.
• Deploy resources where applicable.
• Responsible for meeting delivery deadlines through control of workflow. Develop and maintain metrics on team performance. Provide feedback to the BD leadership on the teams’ contributions.
• Develop and coach the BD Pursuit Strategy team by providing ongoing one-on-one coaching, mentoring and professional development support to challenge and guide each individual to his or her full potential.
• Provide formal feedback in LEAD (EY’s Performance Management Platform) to all pursuit team members that have worked on pursuits they have lead, including, but not limited to, the Global Client Service Partner (GCSP), Center of Excellence (COE) individuals, other Pursuits Group team members, etc.

Strategic client, internal and external communications
 

• Drive strategic messaging and lead conceptualization of all client-facing materials.
• Build strategic alliances with and support Client Executives (CEs) and senior managers in the co-development of pursuit strategy and external meeting structure and content.
• Implement Global pursuit material for the Area.
• Establish course of action for efficient and effective completion of team projects.
• Manage and lead the development of account, and opportunity “value-propositions”.

Analytical/Decision Making Responsibilities:

 

• Utilizes understanding of the external marketplace, competitors, EYs resources, risks, etc. to determine the appropriate strategy for each pursuit (including alignment of tools, enablers, resources). This can  include determining to pursue or decline opportunities.

 

Supervision Responsibilities:

 

• Operates with considerable autonomy and minimal direction.
• Influences and provides indirect coaching to resources including client servers who do not reside within the BD organization 

 

Other Responsibilities:
 

• Participate in external and internal networks such as professional business development associations like Association of Proposal Management (APMP)

 

Skills and attributes for success

To qualify for the role, you must have

 

• Minimum of 10-12