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 through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options. Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year. Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.   Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next. Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way. Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs. Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.   EY accepts applications for this position on an on-going basis. If you can demonstrate that you meet the criteria above, please contact us as soon as possible.   EY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.   Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate.   Working across assurance, consulting, law, strategy, tax and transactions, EY teams ask better questions to find new answers for the complex issues facing our world today.   For those living in California, please click here for additional information.   EY is an equal opportunity, affirmative action employer providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law.   EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY’s Talent Shared Services Team (TSS) or email the TSS at ssc.customersupport@ey.com