Orals Prep & Execution Lead - Director

EY’s Sales & Strategic Pursuits (S&SP) function unites sales leadership, sector insight, technology expertise, and solution depth to drive market-leading growth. As EY’s growth catalyst, S&SP shapes and executes integrated go-to-market strategies across priority accounts, industry sectors, and strategic alliances, delivering differentiated value through a deeply client-centric culture. 

The Opportunity
The Orals Prep & Execution (OP&E) Lead, will drive the Orals prep and execution for the firm’s most strategic, complex, and largest pursuits (e.g., business or IT transformation, managed services, and/or commercially complex deals) in the pipeline.

Orals is an important “moment” (if not the most critical, client-facing activity) in the pursuit process and often a key differentiator in winning new opportunities. In this context, this role is focused on designing, choreographing, and helping pursuit teams ultimately deliver an exceptional, truly distinctive Orals performance and amazing client experience.

The role is responsible for Orals strategy and approach, key messaging tactics, performance choreography, and coaching team members on communication techniques and style, and leveraging other creative ideas to elevate the Orals experience to reinforce EY’s win strategy and differentiation. This role stretches the extended pursuit team’s thinking to move beyond a simple, standard, and non-differentiated experience to distinguish EY’s messaging and bring confidence, clarity, and “sizzle” to the team’s performance.

The OP&E Lead role is expected to develop and oversee the Orals strategy and performance through exceptional leadership, significant Orals experience and insights, and a highly-creative mindset to properly position the firm’s distinctive value proposition during Orals execution.

Key Responsibilities

• Responsible for designing the right Orals strategy and approach, and collaborating with account and pursuit leadership to help them prepare and execute a differentiated Orals performance.
• Accountable for ultimate quality and success of Orals prep and execution.
• Responsible for galvanizing the team, including establish clear messages and create confidence to execute a well-rehearsed and memorable Orals performance.
• Recognized as an Orals expert within the firm, i.e., a true master and the “best of the best” when it comes to Orals prep and execution.
• Responsible for providing thought leadership and innovation to teach others how to plan and execute a differentiated Orals performance, including converting engagement learnings into playbooks, AI-enabled tools, and training.
• Elevate Orals prep and execution as part of the firm’s Gold Standard Pursuit Process (GSPP).
• Design the right Orals strategy and approach, including collaboration with key EY “actors” to help them prepare and execute a differentiated Orals performance.
• Engage and galvanize the account and pursuit team to show up with confidence and “sizzle.”
• Own and drive the process of developing and executing the Orals performance, including coordinate multiple roles, manage contingencies and technology risk, and safeguard the client experience throughout the session.
• Provide leadership, coaching, and mentoring to all pursuit team members executing the Orals performance.
• Coach presenter performance and adapt in real time, i.e., build executive presence, confidence, and team alignment ahead of the session; read evaluator engagement during Orals and adjust pacing and messaging accordingly.
• Lead post-Orals debrief and conversion strategy with pursuit team capturing client reactions, vulnerabilities, and competitive signals, then assist in shaping the follow-up communication plan and executive outreach.
• Develop insights and collaborate with EY senior leadership to innovate and improve the firm’s Orals capabilities and ultimately create distinctive and memorable Orals experiences for the client.
  
  

Knowledge and Skills Requirements:

• 15 + years relevant experience
• BA/BS degree required (4-year degree), Master's degree preferred.
• Establish best practice frameworks, processes, and tools for this capability.
• Engage with senior leadership to continually evolve and enhance our approach to Orals prep and execution.
• Amplify the firm’s Gold Standard Pursuit Process (GSPP), determining how best to structure and execute our approach to Orals performance to reinforce EY’s win strategy and differentiation.
• Develop metaphors and other communication techniques to articulate our unique selling proposition.
• Determine strategy and approach to bring to life the “what” and the “how” the client will get from working with EY.
• Build clarity and confidence with the account and pursuit team.
• Shape the choreography to amplify the sales messages and enhance the client’s experience.
• Occasional travel required.
  
  

What we offer you
At EY, we harness our collective strength to empower you to shape your future with confidence through professional growth, personal fulfillment and an inclusive culture. Learn more at ey.com/us/careers.

• 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 is: 
• • New York City, Boston, and Washington DC Metro Areas, Washington State, and Southern California offices – $257,100 to $462,900
  • Bay Area California offices – $267,900 to $482,100
  • All other offices locations in the US, including Sacramento – $214,300 to $424,300
• Individual salaries within these 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.
• 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.

Are you ready to shape your future with confidence? Apply today.                                              

• To make the most of your application experience, please limit yourself to two applications within a six-month period.
• EY accepts applications for this position on an on-going basis.
• For those living in California, please click here for additional information.
• At EY, our values set the foundation for how we work and the behaviors we expect of our people. Any misrepresentation or falsification of information or lack of integrity at any point in the recruiting process may result in withdrawal of your candidacy, revocation of an offer or immediate termination of employment.

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