EMEIA Client Executive ServiceNow

Location:  Berlin
Other locations:  Anywhere in Region
Salary: Competitive
Date:  Apr 21, 2024

Job description

Requisition ID:  1468270

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 opportunity

 

The Area Alliances Client Executive (CE) 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 the Subject Matter Expert (SME) for the dedicated alliance(s) but will also drive the firm to always consider and apply the alliance as a way 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.

 

Expected percentage of time spent per BD activity: Strategy 10%/Management 10%/Client facing 80%.

 

Your key responsibilities

 

  • Business Development strategy and deployment:
    • Collaborate on a yearly sales and/or account plans in alignment with the key Alliance leaders, Alliance ambitions, growth with goals, and market execution plan that aligns with Global and Area Sales Plans.
    • Identify must win opportunities and consult with key stakeholders to build an effective team which can meet the potential client’s objectives. Engage with clients in the market to ensure optimal growth of the relationship from an alliance angle.
    • Drive expected margin levels, including negotiation of MSAs and ways of working with alliance partners.

 

  • Pursuits:
    • Serve as client facing sales lead on the most strategic designated opportunities in the Alliance area.
    • Driving integration and pull-through on top-end opportunities where applicable.
    • Share alliance trends, industry issues, and competitive intelligence in pursuits. 
    • Help evaluate business issues and service responses required to meet potential clients’ needs.
    • Where appropriate support innovation and cocreation of strategic solutions to meet client needs and support developments with Alliance partners.

 

  • Alliance, Brand and Innovative Services:
    • Drive Alliance offerings through the distribution channels: G360, Market Segments and Service Lines.
    • Be a subject matter expert on the alliance program, drive a relentless awareness campaign in both EY and at the alliance leadership level across all sectors and service lines. 
    • Develop and maintain key relationship with the alliance company account manager for EY (external) to ensure full alignment and follow up on all opportunities that arise where EY can engage in alliance driven revenue. 
    • Develop relationships at alliance company with senior/executive leadership to ensure the alliance strategy are connected and there is relevant engagement and drive from both ends. 
    • Drive marketing buyer programs and events to raise awareness and raise market profile.

 

  • Analytical/Decision Making Responsibilities: 
    • This role will make decisions concerning which opportunities to pursue, methodology, resource alignment, operational efficiencies, etc. 
    • Uses in-depth knowledge of the client's organization, markets, industry and competitors to anticipate complex issues and identify solutions. 
    • Leverages the knowledge of the client’s issues and the industry/sector trends, to identify the appropriate product/solution and/or help develop new service offerings that will meet the client’s needs. 

 

  • Supervision Responsibilities:
    • Role operates with considerable autonomy. This role will coach personnel related to Alliance offerings and will be expected to inspire others through action in the marketplace.


Skills and attributes for success

 

  • To qualify for the role, you must have:
    • The hard and soft skills necessary to drive transformational performance across our portfolio of accounts and solutions. 
    • Ability to build high-impact c-suite relationships quickly and sustain them.
    • Expert client management and client relationships skills. Strong Executive presence. Expert 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. 
    • Mastery of key elements of the pursuit process. 

 

 

  • Ideally you will also have:
    • 10-12 years of complex and large sales experience. Experience in the technology sector environment/Alliance area preferred. Experience working in a partnership/professional services environment preferred. 
    • Having sat on a board or presented regularly to a board preferred. University/Bachelor’s Degree required. 
       

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 


EY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.  


Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate.  


Working across assurance, consulting, law, strategy, tax and transactions, EY teams ask better questions to find new answers for the complex issues facing our world today.