Solutions Client Executive, Associate Director - Assurance

Location: Chicago, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Tallahassee, Tampa, Atlanta, Indianapolis, Des Moines, Kansas City, Wichita, Louisville, New Orleans, Baltimore, Boston, Detroit, Minneapolis, St Louis, Las Vegas, Hoboken, Iselin, Buffalo, New York, Rochester,  Charlotte, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, Dallas, San Antonio, Austin,  Salt Lake City, McLean, Richmond, Seattle, Milwaukee, Washington DC

Solutions Client Executive, Associate Director – Assurance

East and Central Preferred

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. 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

1. 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.

2. 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.

3. Demand Creator:

• Develop and lead pursuits from initial relationship building to create demand to final outcome.
• Actively shape 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

4. 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 thru the sales process

5. 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 the 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

• 10-12+ 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.
• 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 sector or technical content expertise. Experience or knowledge in winning and delivering audit and assurance services a plus.
• Strong ability to handle 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. 

• 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.