Job description

Requisition ID:  40001

At EY, you will 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 are 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 will be assigned to lead complex Strategic pursuits in the Asia-Pacific portfolio across all key phases, up until close. 

Your key responsibilities

The role is responsible for directing the pursuit strategy and position 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 the Asia-Pacific 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 Asia-Pacific.

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 

10 years or more sales related experience

5 years of experience at the Director level or equivalent in a similar role

Strong sales and commercial skills on complex, large deals

Excellent oral and written communication skills

Excellent planning, time management and organizational skills

Strong executive presence and ability to build and sustain client relationships at the highest levels of the firm and with C-suite clients.

Ability to influence without authority

Ideally, you’ll also have

Strong external market presence, potentially underpinned by social media profile/activity, external event speaking 

Working knowledge of a partnership/professional services environment 

University/Bachelor’s Degree required.  

Other requirements

Completion of Miller Heiman methodology courses within 1-2 years of hire

Expected to remain current on EY training and curriculum (e.g. Account Management Framework (AMF); Culture, Change and Communications (CCC); Badges; among others)

As the job involves responding to clients' needs and varying time zones. Moderate travel may be required. 

What we look for

We are looking for you to make a significant contribution to our Strategic Deals Team in Asia-Pacific.  You will bring new thinking, energy and enthusiasm alongside expertise in deal management to a team that’s contributing to EY’s new global strategy. 

You will have experience leading virtual teams and know how to draw the best from others, embracing differences and encouraging diversity for successful outcomes.  

What working at EY offers

We offer a competitive remuneration package where you’ll be rewarded for your individual and team’s performance. Our comprehensive Total Rewards package includes support for flexible working and career development. Plus, we offer:

Support, coaching and feedback from some of the most engaging colleagues around the world

Opportunities to develop new skills and progress your career

The freedom and flexibility to handle your role in a way that’s right for you

EY is committed to being an inclusive employer, and we are happy to consider flexible working arrangements. We strive to achieve the right balance for our people, enabling us to deliver excellent client service while allowing you to build your career without sacrificing your priorities.

About EY

As a global leader in assurance, tax, transaction and advisory services, we’re using the finance products, expertise and systems we’ve developed to build a better working world. That starts with a culture that believes in giving you the learning, opportunities and creative freedom to make things better. Whenever you join, however long you stay, the exceptional EY experience lasts a lifetime.

If you can confidently demonstrate that you meet the criteria outlined here, please contact us to explore the opportunity further.

EY | Building a better working world

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.