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Job Summary:
The Deal Manager is responsible for supporting the firm’s most high-value, strategic deals across the following scope of responsibilities:
• Manage execution of pursuit process, including critical path, timeline, and interdependencies
• Assess competitive situation and help develop differentiated win strategy focused on client priorities while protecting EY’s interests
• Develop power map and tactics to navigate client buying process
• Provide ‘glue’ to focus and guide extended pursuit team through structured sales approach and proposal development
• Collaborate with extended pursuit team define, package and articulate compelling client offer across scope, solution, price, and terms
• Plan storyline/key messages and prepare extended team for orals.
The Deal Manager is expected to be a beacon of pursuit excellence, bringing vast knowledge, tools, and resources from across the firm and their own professional experience to proactively keep the pursuit on track and moving towards a winning outcome.
Deal Managers will develop foundational deal acumen, leadership, and insight by supporting Deal Leads and/or Deal Manager - Associate Directors on high-value and/or Strategic deals, respectively.
Essential functions:
Some or all of the below accountabilities will be applicable depending on the scope of the role:
Project Management – Organizes, documents, and drives all pursuit workstreams and activities throughout the pursuit lifecycle.
•Executes the firm’s Gold Standard Pursuit Process (GSPP) using gold standard tools and enablers to manage the pursuit from qualification through close
•Establishes deal infrastructure, including TEAMS site, calendar, action tracker, team roster, notebook, etc. with support from the Deal Coordinator as needed
•Develops and maintains the pursuit plan/action tracker and calendar, making certain that all pursuit activities are assigned ownership, tracked and executed according to schedule
•Ensures all pursuit deliverables (e.g., meeting documents, proposals, presentations) are developed on schedule submitted on time and with the highest quality
•In coordination with the Deal Leader, sets up and runs a regular cadence of deal status calls with support from Deal Coordinator, as needed. Supports the Deal Leader in developing status call agendas and debriefs
•Supports Deal Leader in developing and distributing internal status updates for leadership and others as necessary
•Engages and oversees support resources as necessary/appropriate, including proofers, SMRs and insights professionals, Pursuit Resource Center, additional creative services, etc
•Act as the knowledge steward for the pursuit, capturing knowledge and contribute to the development and embedding into EY artefacts that can be used to support pursuits
Written communications - Crafts articulate and client-centric content across all pursuit deliverables, most notably the win themes and proposal document.
•Responsible for the development of all client-facing, written deliverables (e.g., meeting documents, proposals, presentations) that adhere to the firm style guide in collaboration with the Creative Designer for design and formatting
•In collaboration with other pursuit team members (e.g., Deal Leader, Engagement Partner, Client Partner), develops client-centric win themes that underpin the entire deal strategy. Ensures the win themes are reflected consistently throughout all client communications and deliverables
•Authors original content when critical and/or necessary (e.g., cover letter, executive summary) and leverages relevant firm resources to source non-critical, boilerplate content when appropriate
•Responsible for making sure the final proposal document tells a consistent, winning story and flows as if written in one voice
Deal strategy – Leverages gold standard process/tools, innovation, insight, and resourcefulness to help create a differentiated and winning deal strategy.
•Supports discussions/meetings around deal strategy, actively contributing to critical deal meetings such as kick-off, win strategy, orals prep, etc
•Supports the Deal Leader in the constant qualification of the deal and navigating the deal through firm governance, quality, and approval processes (e.g., Approval to Pursue, Approval to Contract)
•Suggests creative ideas that enhance our win strategy or ability to differentiate
Other
•Builds collaborative relationships with pursuit teams, including Service Line, Account and Business Development leaders as well as Senior Managers, Managers and Staff
•Shares lessons learned, best practices and innovation from pursuits and other experiences with teammates, the broader BD community, and the global firm as appropriate
•Supports team strategic and/or operational initiatives to develop new or enhance existing best practices, tools, or enablers
Analytical/Decision Making Responsibilities:
Some or all of the below responsibilities will be applicable depending on the scope of the role:
•Must be able to operate in a fast-paced, deadline-driven environment
•Influences/challenges the pursuit team to optimize the chances of winning
•Demonstrates versatility and poise in a constantly evolving environment with a wide variety of social styles and interests
•Solution-oriented and makes sound recommendations and decisions
•Champions best-practice pursuit tools and processes, while remaining open to new and better ways of doing things when appropriate
Knowledge and Skills Requirements:
Some or all of the below knowledge and skills requirements will be applicable depending on the scope of the role:
•Excellent communication skills (written and verbal)
•Excellent project management and organizational skills with high attention to detail and the ability to manage multiple workstreams simultaneously
•Has a strong ability to influence and direct others
•Self-motivated, resourceful, and able to work from own initiative with limited supervision
•Has a strong understanding of the business development and/or pursuit environment
•The Deal Manager supports opportunities with a great deal of firm leadership exposure/involvement thus the Deal Manager must exhibit strong interpersonal skills
•Demonstrates a strong understanding of fundamental deal commercial and negotiation principles
• Effective executive-level presentation skills; demonstrated ability to interface with all levels of domain and EY leadership, as well as clients at a senior level
Supervision Responsibilities:
• Works with considerable autonomy while often managing the work of others (e.g., Deal Coordinator, Creative Designer, Design Manager, etc).
• May serve as a “Peer Buddy” to new joiners
Other Requirements: e.g., travel, overtime, time zone flexibility
Embraces shared philosophy that “great teams” execute a consistent set of behaviors aligned with being a:
o Trusted Strategic Advisor – Build Trust and credibility by proactively providing forward-thinking insights and guidance to help pursuit teams develop and execute a winning pursuit strategy
o 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
o Win-Win Advocate – Drive internal and external clients towards outcomes that deliver compelling and sustainable results for both the client and EY
o Creativity and innovation Driver – Inspire and challenge teams to differentiate EY through innovative strategies, experiences, and deliverables that compel our clients to choose EY
o 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
• As the job involves responding to clients' needs and varying time zones, long/flexible hours are regularly required
Education :
University/Bachelor’s degree or equivalent qualification required, preferably in a related field such as BusinessAdministration, Sales, Marketing, English, Public Relations, or Journalism
Experience:
- 7 – 10 years of relevant experience in pursuits, business development, marketing or project management, preferably in a professional services environment
- Must have communications and proposal writing experience, including the ability to provide relevant writing samples
- Business proficiency in English, both spoken and written. Arabic language skills are a plus.
Certification Requirements:
- APMP, PMP certification is considered advantageous
- 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)
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