Sales Executive - Associate Director, Charlotte

Client Executive, Managed Services Sector Originator, Associate Director 

Our Business Development function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The Business Development 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 

The Client Executive, Managed Services Sector Originator will focus on growing EY’s Managed Services business by identifying new managed service opportunities, ensure EY invests in the right opportunities to support our growth agenda, and drive net new managed services opportunities within EY’s client portfolio. This role would do this by being in the market talking to clients about evolving needs, opportunities and end-to-end managed service solutions and working with our account teams to help develop relationships with qualified target decision makers to create managed service opportunities. This role would be primarily client facing and dynamic. This role will have responsibility  to assist with enabling and leading managed service deal origination activities and acting as a key sales advisor to pursuit teams throughout the pursuit process. 

Expected percentage of time spent per deal origination activity: Deal strategy - 20% / Pursuit management and support - 10% / Client and account direct engagement to drive origination - 70%. 

Your key responsibilities 

Originate and qualify new pipeline. Be the ambassador for managed service opportunities within the firm, with a strong understanding of the art of the possible for solution development. Build relationships with top priority clients within a sector bringing insight about EY’s Managed Service end-to-end capabilities. Lead the sales opportunity origination process through client meetings and presentations. Drive targeted sales campaigns with clear approach and go to market goals, marketing support and appropriate sales approach.  

• Identification and deal origination: Collaborate on yearly sales and /or account plan in alignment with the key managed service leaders, managed service ambitions, growth with goals, and market execution plan that aligns with Global and Sector sales plans. Lead pursuit strategy to properly position our value, global capabilities, resources, and overall credentials to positively distinguish EY from competitors. Identify must win opportunities which can meet the potential client’s objectives and engage with clients in the market to ensure optimal growth of the relationship from a managed service angle. Make recommendations whether to pursue or decline relevant opportunities to members of firm leadership and, if declined, recommend to leadership required changes to compete effectively in the future. Activate, with account team, deal support requirements and participate in transition.  

• Managed Services branding and SME: Provide insights into proposition development and shaping and bring together the best of EY Managed Services to enable a strong coordinated brand in the market. Conduct Managed Service introductory meetings with clients and host activation sessions with key internal stakeholders. Support managed service leaders with the development of managed services go to market programs and monitor progress – comprising awareness development, solution prioritization, campaign design and development, client engagement and pursuit execution. Liaise with Managed Services go to market lead for planning, ongoing guidance, and transfer of knowledge, and understanding the wider global managed services portfolio in order to select solutions to be driven in the sector. Be recognized as the go to person in the Sector for all opportunities and relationships related to the managed services. Drive marketing buyer programs and events to raise awareness of EY Managed Services and raise market profile and brand.  

Skills and attributes for success 

You’ll need to a be driven individual and possess 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. Strong knowledge of current and emerging sales tools, methodologies, and go-to-market (GTM) models. This role uses knowledge of the market, solutions, and clients to make decisions concerning which opportunities to pursue or decline and determines which resources to bring to the process.  The role assimilates ideas from multiple sources to create a cohesive piece of work. Uses in depth knowledge of the clients' organization, markets, industry, and competitors to anticipate complex issues and identify solutions. 

To qualify for the role you must have 

• Strong content expertise (technical/sector). Strong change agent skills. The ability to flex personal style as required.  

• Strong ability to focus on commercial outcomes that align with the interests of our clients.  

• Expert client facing and client relationships skills. Strong executive presence. Expert influencing, facilitation, and communication skills.  

• Expert in the managed services space with strong knowledge of market and industry dynamics. Strong innovative and creative mindset.  

• Must work within a matrix organization- balancing needs of the client against firm initiatives and goals. Expert ability to identify appropriate product service offerings to meet the client's needs. 

• Strong ability to manage through uncertainty and to deal with complexity. 

• Minimum of 10-12 years of complex, transformational and large sales experience.  Prior Managed Service sales experience preferred.  

• Experience working in a partnership/professional services environment preferred. Demonstrated experience in the managed services environment.  

• Knowledge and understanding of different outsourcing and offshoring operating and cost/pricing models for managed services preferred. 

• University/Bachelor’s Degree required. Advanced degree preferred. 

• As the job involves responding to clients' needs and varying time zones, work beyond standard working hours may be required to support client needs. Moderate to frequent travel may be required. 

What we look for 

Our successful Managed Services Sector Originator   delivers exceptional client service by proactively originating new business, sharing ideas, and bringing innovation to your clients. Additionally, you’ll be digitally connected across your clients’ full ecosystem while collaborating to find or build the right solution tailored to the business needs while challenging their thinking with distinct points of view.