Job Details

Overview

Lead Negotiator – Associate Director at EY. Location: multiple cities including New York, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Tallahassee, Tampa, Atlanta, Indianapolis, Des Moines, Kansas City, Wichita, Louisville, New Orleans, Baltimore, Boston, Detroit, Minneapolis, St. Louis, Hoboken, Iselin, Buffalo, Rochester, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, Dallas, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Milwaukee, Washington, Chicago, Charlotte.

At EY, we're all in to shape your future with confidence and help you succeed in a globally connected powerhouse of diverse teams.

Job Summary

The Lead Negotiator – Associate Director is a "deal closer" who runs an holistic negotiation strategy and manages the EY deal team and the client's team to a collaborative and mutually value-based outcome. The role focuses on EY's largest, most complex deals and requires a high level of business acumen, leadership, and emotional intelligence to act as the first chair on the deal. The position also involves thriving in new environments, navigating client behavior and tactics to preserve deal integrity, and leading training classes and presentations on negotiation best practices.

Responsibilities

• Lead the actual negotiation process as the "first chair" with the client's negotiation lead to move engagements from proposal to close.
• Collaborate with the EY sales lead on relationship mapping and tiering to align EY's personnel with client leaders.
• Provide advice and strategies to secure client commitment and a close plan.
• Document and obtain agreement on deal terms via contractual language with the client.
• Advise pursuit teams on various commercial models for large, complex deals.
• Assist in activating and implementing negotiation strategies for the region.

Deal Support

• Serve as a key information conduit between the account team and Pursuits & Commercial Excellence leadership.
• Work with regional business development leaders to strategize on deal opportunities.
• Communicate EY's negotiation methodology as a global best practice and promote consistency across regions.
• Foster relationships with Global and Regional leadership to enable activation of EY's negotiation methodology at the region level.
• Collaborate with regional leads to integrate EY's methodology across priority deals.
• Ensure exceptional client service throughout the end-to-end negotiations process.

Analytical/Decision Making Responsibilities

• Exercise independent judgment in analyzing information and evaluating results to recommend the best strategy.
• Identify strengths and weaknesses of alternative solutions and approaches.
• Identify opportunities to increase sales and drive engagement revenue objectives.
• Make timely, sound decisions under tight timeframes and complex scenarios.
• Apply strong analytical skills to proposed solutions; assess risks and dependencies for drafting.
• Solve challenging problems efficiently and effectively.
• Provide exceptional service to EY account teams across projects, prioritizing critical activities to meet business needs with high quality.
• Demonstrate creativity, versatility, and adaptability in a dynamic environment.

Knowledge and Skills Requirements

• Strong business and commercial acumen to rapidly understand solutions.
• Ability to lead and participate in cross-functional, geographically distributed teams in a matrix environment.
• Ability to influence and communicate without formal authority.
• Attention to detail and ability to produce high-quality work under pressure.
• High drive, independence, and comfort with ambiguity and change.
• Fluency in best practices for technology services contract drafting and translating these for EY pursuits.
• Strong written and verbal communication skills for EY stakeholders.
• Flexibility to work with stakeholders across the world and time zones.

Supervision Responsibilities

• Work independently and manage multiple priorities; direct a virtual team of resources.
• Act as a "first chair" to the deal team, guiding tasks, timelines, and drafting of contracting documents.
• Operate with independence and set performance standards; serve as a counselor to pursuit team members.

Other Requirements

• Embrace a shared philosophy of teamwork and pursue EY's core values (Trusted Strategic Advisor, Gold Standard Champion, Win-Win Advocate, Creativity and Innovation Driver, Inspirational Change Agent).
• Flexible hours to respond to client needs across time zones.
• Moderate to frequent travel may be required.

Experience

• 10+ years' experience in negotiation and contract drafting in the technology services industry (managed services, BPO, system integration, or consulting).
• Approximately 7+ years of prior "first chair" negotiation experience in sales, legal, or procurement within the consulting and managed services sector.
• Experience working in a large, global organization with leading negotiation practices and proven leadership.
• Experience leading and managing high-performance teams.
• University bachelor's degree or equivalent; MBA or master's degree preferred.

What We Offer You

• Comprehensive compensation and benefits; salary ranges vary by geography (base salary ranges: $160,000 to $308,000 broadly; NYC Metro/Washington/California ranges: $192,000 to $350,000). Total Rewards include medical/dental, pension and 401(k), and paid time off.
• Hybrid work model with in-person collaboration 40-60% of the time.
• Flexible vacation policy and paid holidays, leave options to support well-being.

Are you ready to shape your future with confidence? Apply today. EY accepts applications on an ongoing basis. For California residents, additional information is available. EY is committed to equal employment opportunities and reasonable accommodations for qualified individuals with disabilities.

EY | Building a better working world EY teams work across assurance, consulting, tax, strategy and transactions with a global network in more than 150 countries.

We provide equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, or any other legally protected status, including veteran status and pregnancy. If you require accommodations in the application process, please contact EY Talent Shared Services.