Client Executive Managed Services

The Client Executive (CE) Managed Services 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.

Organisatie
EY
Locatie
Amsterdam
Salaris
Marktconform
Gepubliceerd op
12-06-2024

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 Client Executive (CE) Managed Services 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. 

The opportunity:

The Client Executive originates new deal flow around Managed Services opportunities. It responds to requests to support opportunities from region Field of Play leaders (FOP) and SL practice leaders, and it develops and deploys FOP/account level/regional BD strategy working with Regional Managed Services GTM Leaders. This role initiates deal pursuits with FOP leaders, and transitions pursuits to Account CE/appropriate SL EP to drive deal to closure.

The incumbent participates in Managed Services deal reviews and maintains a Managed Services tagged pipeline in EY financial systems. It is crucial to success to understand key messages from practice and FOP leaders and effectively communicate back to regional teams. Where requested, provide support to FOPs, Regional Managed Services GTM Leaders for account planning within EY so that Managed Services targets are disseminated through regions, sectors and SLs to accounts (especially G360 accounts).

The role drives joint account planning with Alliance, Solution and FoP leaders at target accounts and execute local QBRs in coordination with Regional Managed Services GTM Leaders. Finally, it executes targeted sales campaigns for agreed Managed Services priority campaigns.

Your key responsibilities include:

Business Development strategy and deployment (30%): 

  • Collaborate on a yearly sales and/or account plans in alignment with the key growth goals, and market execution plan that aligns with Global and Area Sales Plans
  • Drive Managed Services Business Development efforts to meet defined yearly sales goals
  • Make recommendations whether to pursue or decline relevant opportunities to members of firm leadership and,  if declined, recommend to leadership required changes to compete effectively in the future. 
  • Identify must win opportunities and consult with key stakeholders to build an effective team which can meet the potential client’s objectives. 
  • Executes opportunity commitment, deal qualification, win/pricing strategy with our people and with our select accounts and pursuits.
  • Drive expected margin levels.
  • Lead pursuit strategy to properly position the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish firm from competitors. 
  • Consult with key stakeholders and devise key messages and win themes which illustrate the strengths and benefits the team/firm brings to bear to address the client’s needs. 
  • Ensure Exceptional Client Service (ECS) is incorporated in all external and internal encounters
  • Drive ECS by utilizing EY’s sales methodologies, tools and enablers
  • Proactively share relevant insights 

Pursuits (35%): 

  • Drive select pursuits, integration and pull-through on top-end opportunities where applicable
  • Serve as client-facing Sales Lead on the most strategic and impactful designated opportunities in the Managed Services area
  • Leverage and share Alliance trends, industry issues, and competitive intelligence 
  • Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients’ needs
  • Provide regular updates on pursuit progress to firm leadership
  • Engage all relevant EY resources to improve account penetration and win rates
  • Develop closing and negotiation strategy with the bid team 

Managed Services Innovative Services (25%): 

  • Drive Managed Services offerings through the distribution channels:  Market Segments and Service Lines
  • Develop and implement communication and education  to internal stakeholders (e.g. Partners, G360 and Regional Service Line BDLs)  

Additional Activities (10%): 

  • Support practice management
  • Pipeline updates, reporting and predictive responsibilities
  • Leverage and direct available resources
  • Educate other BD professionals on relevant Managed Services sales methodologies, materials, thought leadership, etc.
  • Lead and/or participate in additional projects needed to move the function forward 
  • Build the brand for Managed Services Business Development in everything we do
  • Identify operational improvement opportunities and propose solutions on an on-going basis
  • Act as change agent for new business processes and procedures 

Skills and attributes for success: 

  • The hard and soft skills necessary to drive transformational performance across our portfolio of accounts and solutions
  • Ability to build high-impact senior relationships quickly and sustain them
  • Strong client management and client relationships skills. Strong influencing, facilitation and communication skills. Strong coaching skills. Strong content expertise (technical/sector). Strong change agent skills
  • Strong ability to focus on commercial outcomes that align with the interests of our clients
  • Strong knowledge of current and emerging sales tools, methodologies and go-to-market (GTM) models including social media. Leading and credible social media profile
  • Gold standard understanding and leverage of key elements of the pursuit process 

Ideally, you’ll also have: 

  • 5 - 10 years of complex and large deals experience 
  • Experience in the technology sector environment/Alliance area preferred. 
  • Experience working in a partnership/professional services environment preferred. 
  • University/Bachelor’s Degree or equivalent degree required 

What we look for: 

  • Trusted Strategic Advisor – Build Trust and credibility by proactively providing forward-thinking insights and guidance 
  • Gold Standard Champion – Execute EY’s “gold standard” pursuit process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winning 
  • Win-Win Advocate – Drive internal and external clients towards compelling and sustainable results for both the client and EY 
  • Creativity and innovation Driver – Inspire and challenge teams to differentiate EY through innovative strategies and deliverables that compel our clients to choose EY  
  • Inspirational Change Agent – Invest in developing world-class talent, methods, tools, and capabilities to deliver better results, create exceptional experiences, and develop transformative leaders and teams  

What we offer

As part of this role, you'll work in a highly integrated, global team with the opportunity and tools to grow, develop and drive your career forward. Here, you can combine global opportunity with flexible working. The EY benefits package goes above and beyond too, focusing on your physical, emotional, financial and social well-being. Your recruiter can talk to you about the benefits available in your country. Here’s a snapshot of what we offer:  

  • 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. 

Please apply to this role only through the ‘Apply’ link (not through the local office). Your application will then be routed to the appropriate recruiting team.    

The exceptional EY experience. It’s yours to build.  

EY | Building a better working world 

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