Digital Operations Solutions Sales Executive - Director

Our Sales and Strategic Pursuits function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The Sales and Strategic Pursuits Organization shapes and drives an integrated growth strategy across EY's largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.

The opportunity

As a Solutions Client Executive, driving growth within our Assurance Service Line you’ll be a market-facing executive and a member of the Assurance Leadership team helping to define and execute overall market strategy.  You’ll lead the most strategic pursuits in the service line by developing and deploying strategic solutions and key market initiatives through various sales channels to achieve growth and revenue goals to targeted accounts. You will be a trusted advisor to our Partner and Sr. Manager ranks and be charged with driving pursuit excellence while coaching and mentoring.

Your key responsibilities

Trusted Relationship Executive:

• Build and expand existing executive relationships at top accounts.
• Invest in new stretch relationships in new target accounts.
• Coach Assurance SMs and PPEDs to advance their own relationships in the market (Skills inventory, POV’s that will help client dialogue, key talk tracks)
• Lead by example via teaming, coaching, mentoring, sales acumen, leadership, intentional investment in DEI, work ethic, and client-focused market approach.

Consultative Advisor:

• Build knowledge of expanded assurance offerings and support client opportunities.
• Continue to build and further develop our key GTM differentiators – EY Launch, CX process, Protect and grow, Attack and vulnerability/analysis, Negotiation Readiness.
• Ch1 account team resource for negotiating fee renewals, driving positive outcomes, and coordinating support for annual renewals, Additional Audit Effort (AAE) negotiations.
• Consistently engage and share best practices, industry observations, and key wins on leadership calls, practice calls, and cross service line sharing
• Advise on “at-risk” accounts ensuring that we are bringing the entirety of EY to support the relationship and mitigate client flight.
• Support the Distinctive client experience (Key client objectives, CX interviews, Client Scorecard) – and work with sales enablement team to enable account teams.
• Viewed as a key contributor in working with SL, Sector, and SSL leaders to co-develop market strategy and execution plans to fuel growth.

Demand Creator:

• Develop and lead pursuits from initial relationship building to create demand to final outcome.
• Actively shaped RFP processes, meet with clients to discuss process and best practices.
• Team with PPMDD colleagues and Senior Managers in the market on client meetings and demand generation activity
• Conduct ASQ/ESQ sessions and Loss Debriefs to deepen relationships, uncover client needs, and generate pipeline.

Sales Strategist:

• Exceed sales goal.
• Dive deep as the go-to-deal coach, to shape approach/team, sales strategy, win themes, relationship strategy, pricing, and client sessions.
• Team with SL Leadership to challenge pricing and economics on deal structure.
• Inspire, coach, team and lead sales colleagues across SL’s and Activation to bring a world class approach to the client and differentiate EY through the sales process.

Talent Developer: 

• Share counsel and insights to Counselee’s, Sale colleagues, CE’s, AM’s, PPMDD through Staff
• Gather and provide feedback inside and outside of the LEAD feedback process.
• Promote and participate with the Relationship development programs to help new PPEDs in Assurance SL become more effective in the market while building their gravitas.

Skills and attributes for success

• You'll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across the leadership team and service lines to drive a coordinated market effort. Possessing natural coaching skills, you'll inspire others with your actions in the market. You'll be a trusted advisor to GCSP and the account team, acting in a consultative manner. You'll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.

To qualify for the role, you must have

• 15+ years of business development experience, C- Suite level sales experience, with professional services experience a plus
• A proven record of selling complex digital, technology and/or managed services solutions to the "C" level of Fortune 500 companies.
• Knowledge and experience working with FSO clients and stakeholders.
• Knowledge and experience in selling Assurance solutions.
• Outstanding client management and relationship skills, strong executive presence and influencing skills.
• Solid understanding of the marketplace/industry, competitive intel, and account information.
• Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media.
• Strong ability to manage and resolve conflict.
• Bachelor's degree or equivalent work experience

Ideally, you'll also have

• An advanced degree or MBA
• Strong coaching and mentoring skills
• Team selling experience.
• Ability to travel. 

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 in this geographic location in the US is $306,040 to $352,000 plus participation in an incentive compensation program applicable to Sales Executives. Individual salaries within this range is 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.

EY  |  Building a better working world

EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.

Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.

EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.

All in to shape the future with confidence.

EY provides 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 [email protected].