Senior Specialist Negotiator

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 Lead Negotiator is a “deal closer” who leads all aspects of a holistic negotiation strategy and  manages the EY deal team, and the client’s team, to a collaborative and mutually value-based  outcome. The role is primarily responsible for working on EY’s largest, most complex deals, and  must have a high level of business acumen, leadership skills and emotional intelligence to be an  effective “first chair” on the deal.   

 

The opportunity

The role must be able to thrive in new and unfamiliar environments, as each deal and client is  different, and navigate the client’s behavior and tactics to maintain the integrity of the deal for  EY. The position also involves the ability to lead training classes and presentations on best  practices in negotiation, with the objective of driving a disciplined approach to deal-making,  seeking to influence the business as broadly and deeply as possible in order to have a material  impact on outcomes.   

 

Your key responsibilities include

 

• Understand and become a trusted advisor to the sector or service line assigned and make the value proposition for the negotiator role clear and impactful  
• Expand the portfolio of engagements through outstanding work, networking and presentations  
• Document and quantify the results of the engagements to demonstrate the value and ROI of the skills the team brings to the business  
• Help to manage, mentor and grow the team to develop mastery and confidence in their skills and to advance their careers   
• 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  
• Provide advice and strategies on how to get client commitment to a close plan  
•  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  
• Maintain oversight of global priority deals across relevant Regions to ensure flow through EY’s negotiation methodology  
• Lead successful activation and implementation of global negotiations strategy in Area / Region respectively  
• Act as a key conduit of information between the account team and P&CE leadership 
• Team closely with regional business development leaders to advise and strategize on deal opportunities.  
• Cascade EY’s negotiation methodology as a global best practice; and bring process  consistency and synergies for negotiations to the Regions and client accounts by  example and through EY training programs  
• Build relationships with Global and Regional leadership to enable successful activation and implementation of EY’s negotiation methodology at the Region level  
• Leverage proximity and relationships with Global, Area, Service Lines and Regions to facilitate and encourage successful integration of EY’s negotiation methodology across  priority deals in the region  
• Instill exceptional client service into the end-to-end negotiations process across EY  

 

Skills and attributes for success

 

• Strong business and commercial acumen as well as sales capability to quickly become familiar  with a given solution  
• Capable of leading and being part of EY teams in a complex matrix and unstructured environments  with teams geographically distributed  
• A high leve