Client Executive (requires candidate to be on-site)

To comply with Saudi Arabian nationalization law, EY must hire nationals from Saudi Arabia for this role

Job Summary:

The Regional Global Account Client Executive (CE) is responsible for delivering exceptional client service (ECS) to our clients by understanding client issues and challenges, leveraging the firm’s capabilities to address these and driving new business opportunities to grow revenue and to deepen customer relationship management (CRM). The Regional Global Account CE is responsible for driving sales growth and activity (pursuit of new business, maintain existing business and developing relationships at key buying influences for a Global Account focusing on sales growth, margin and strategic coverage). The CE will be in the market identifying opportunities directly with clients and driving relationships with relevant “C suite” clients to grow the EY share of wallet. The CE will be the Subject Matter Expert (SME) for selected solutions and will also drive the firm to better deliver services to our clients. This role will collaborate cross-service line and will need to work closely with the Service Line technical team, Market Segment and BD teams, as there will be a large degree of opportunity, pipeline and solution overlap. The role will focus on the Global Account BD strategy and deployment and will manage the strategic relationships in EY and at the client. This role will leverage available resources throughout EY to bring the firm's best thinking and resources to improve win rates and ultimately win in the market. This role will have responsibility for leading the Global Account BD activity and will have personal sales and pipeline targets. Expected percentage of time spent per BD activity: BD strategy, Account Landscape and deployment 20% / Sales and Pursuits 60% / Process and Stakeholder Management 20%.

Essential Functions of the Job:

Deliver against defined sales, pipeline, and margin targets. Build relationships directly with client’s decision makers for deal targeting, deal origination and deal closing. Manage EY and client’s stakeholders, align strategy and ensure right level of support when needed. Inspire others through action in the market, being connected, proactive and insightful. Coach account personnel to ensure optimal account performance by instilling ECS principles, and practices. Leverage support resources (i.e., Marketing resources, Knowledge resources, Industry Sectors, Sector Analysts, Commercial Functions). Identify, resolve or escalate issues.

1. Business Development strategy, Account Landscape and deployment: Collaborate on a yearly sales and account plan in alignment with the Global Client Service Partner (GCSP), Global Account ambitions, growth goals, and market execution plan that aligns with Global, Area and Regional Sales Plans. Lead all team efforts related to Global Account Business Development initiatives in terms of the firm’s objectives, global resources available, and current position in the overall competitive landscape. Works with the GCSP to creates optimal Global Account BD resource investment plan. Drive Global Account Business Development efforts to meet defined yearly sales goals and contribute to and manage the overall BD Global Account pipeline. 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. Identify must win opportunities and consult with key stakeholders to build an effective team which can meet the potential client’s objectives and engage with clients in the market to ensure optimal growth of the relationship. Executes opportunity commitment, deal qualification, win/pricing strategy with our people and with our select pursuits. Drive expected margin levels, including negotiation of MSAs and ways of working with the Client. Co-lead pursuit strategy to properly position the firm’s thought leadership, global capabilities, resources, and overall credentials to positively distinguish firm from competitors. Consult with key stakeholders and devise key messages and win themes which illustrate the strengths and benefits the team/firm brings to bear to address the client’s needs.

2. Sales and Pursuits: Build relationships directly with clients’ decision makers for deal targeting, deal origination, deal closing. Work cross-service line.

1. 1. Work as one team with the pursuit leader from the Service Line technical team. The Service Line technical team is responsible for the strong and relevant technical content, leading negotiation, deal wrap-up and closing and subsequent delivery. Develop closing and negotiation strategy with the Service Line technical team. Serve as client facing sales lead on the most strategic designated opportunities. Leverage and share market trends, industry issues, and competitive intelligence in pursuits. Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients’ needs. Consult with key stakeholders to develop Relationship Power map, Calendar of Events and contact list of potential client’s decision makers. Provide regular updates on pursuit progress to firm leadership. Engage all relevant EY resources to improve account penetration and win rates.

3. Process and stakeholder management. Be a subject matter expert on selected solutions, drive a relentless awareness campaign in both EY and client across all sectors and service lines. Be recognized as the go to person in the Region for all proposals, opportunities and relationships related to the Global Account. Develop relationships at the Global Account with senior/executive leadership to ensure the Global Account strategy is connected and there is relevant engagement and drive from both ends. Work with BMC team to drive marketing buyer programs and events to raise awareness and raise market profile.

4. Additional activities. Pipeline updates, reporting and predictive responsibilities.

5. Measurements. Quantitative (Sales) 60% - Qualitative 40% (BD strategy, account landscape and deployment 20% / process and stakeholder management 20%)

CE vs Technical Pursuit Team Responsibilities

In taking on these responsibilities, the CE focuses on relationship management and strategic engagement with clients and partners, serving as a bridge to the technical pursuit team. The CE's goal is to identify opportunities and maintain client relationships, ensuring that strategic objectives are met and that the firm's solutions are well-positioned to secure new business.

The CE prioritizes forming strategic partnerships, high-level relationship management, and representing client needs. Meanwhile, the technical pursuit team owns the technical solution crafting, pursuit strategy, and final deal closure. Both roles are critical, and their collaboration ensures that client needs are met with the best technical solutions, leading to successful deal closures. Together, these roles collaborate to secure new business and drive strategic growth through large deals—ensuring operational excellence and strategic coverage for Global clients.

CE Key Responsibilities:

Strategic Client Engagement and Relationship Management:

Act as the main relationship lead, maintaining and deepening executive relationships within the Global Account and ensuring strategic client needs are proactively identified and targeted. Use their position as liaison to communicate clearly with the technical pursuit team, advocating for the client's needs and facilitating a mutual understanding of strategic objectives.

Deal Origination and Strategic Coverage:

Identify new strategic opportunities leveraging relationships and insights within client landscapes, focusing on deal sizes, client satisfaction, and long-term strategic coverage. Co-drive the pursuit by aligning client objectives with the firm's capabilities and fostering an environment that centers around strategic growth and profitability.

Advisory Role in Negotiation and Deal Strategy Formulation:

Leverage critical insights into client strategic priorities to support and enhance negotiation strategies. Collaborate closely with the technical pursuit team, imparting advisement for deal structuring and closure, and ensuring client needs align with the firm's offerings.

Internal Coordination for Market Strategy Execution:

Ensure seamless cooperation among service line technical teams, the Market Segment, G360 BD teams translating client strategic objectives into actionable business development strategies.

Technical Pursuit Team Responsibilities:

Technical Solution Crafting and Pursuit Strategy Ownership:

Take full control over the pursuit process, creating and implementing strategies that cater to client's technical requirements, ensuring both technical accuracy and commercial success.

Pursuit Lead and Content Customization:

Develop tailored content that resonates with client needs, defining the value and expertise of the firm's solutions within the proposal.

Pursuit to Closure and Strategic Negotiation Management:

Steer the pursuit through various stages including proposal crafting, presenting, negotiating, and finalizing the deal, emphasizing technical specifics and balanced commercial terms.

Solution Alignment and Client Requirement Assurance:

Collaborate extensively with the CE to ensure that the proposed technical solutions closely align with client needs and expectations, supporting sales success.

Pre-Deal Closure and Delivery Alignment:

Prepare for the delivery phase, guaranteeing all technical commitments are viable and align resources for effective project initiation upon deal closure.

CE Key Performance Indicators (KPIs)

These KPIs are aligned with the specified CE responsibilities, centering on securing and nurturing deals. They emphasize not just achieving sales targets but also building sustainable growth, fostering strategic partnerships, enhancing client relationships, and executing innovative business development strategies for strategic market coverage.

Sales and Strategic Growth:

Sales Targets Achievement: Successfully achieve or surpass set sales targets by focusing on strategic deals. Emphasize cross-selling and up-selling and elevating market share positions.

Strategic Account Expansion: Evaluate effectiveness in extending the firm’s operational footprint within the Global Account, focusing on deal size, enhanced margins, and comprehensive strategic coverage.

Deal Origination and Strategic Closure Efficiency:

Deal Origination: Drive the origination of new opportunities within the pool of strategic deals. This involves leveraging deep-rooted client relationships and EY alliance networks to pinpoint and capture high-value deals.

Efficient Deal Closure: Track the closure rate of these deals. Effective negotiation, strategic EY alliance leverage, and superior relationship management capabilities are critical metrics for ensuring a substantial closure rate.

Client Satisfaction and Relationship Enhancement:

Client Advocacy and Satisfaction Levels: Ensure maintenance of high client satisfaction scores through feedback mechanisms, highlighting the firm’s ability to meet and exceed client expectations, and fostering long-term relationships.

Service Expansion within Accounts: Monitor the extent to which services are expanded within the Global Account, serving as an indicator of trust, client satisfaction, and the successful positioning of the firm as a strategic partner.

Business Development Strategy and Impact:

Strategic BD Strategy Fulfillment: Assess the successful execution of the business development strategy tailored for strategic deals, ensuring alignment with the firm's overarching goals. Measure the innovation adopted in approach and processes to adapt to changing market dynamics.

Contribution to Firm’s Strategic Growth: Evaluate the impact of executed strategies on the firm’s broader growth perspective. Focus on how deal successes contribute to achieving strategic coverage goals and boosting the firm’s standing in target markets

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 EY solutions, client's organization, markets, industry and competitor landscape to anticipate complex issues and identify relevant strategy. Leverages the knowledge of the client’s issues and the industry/sector trends, to identify the appropriate solutions and/or help develop new solutions that will meet the client’s needs. Utilizes understanding of the EY organization (matrix) and balances the needs of many stakeholders (internal and external) to achieve results.

Supervision Responsibilities:

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

Knowledge and Skills Requirements:

CE resources need to be driven individuals 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 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. Strong knowledge of current and emerging sales tools, methodologies and go-to-market (GTM) models including social media. Leading and credible social media profile. Expert client management and client relationships skills. Strong Executive presence. Expert influencing, facilitation and communication skills. Strong coaching skills. Expert knowledge of EY’s Alliances, technology, solutions and services. Strong business acumen. Mastery of key elements of the pursuit process. Able to influence without authority. Skilled in conflict and change management.

Other Requirements:

As the job involves responding to clients' needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required.

Education:

University/Bachelor’s Degree required. Advanced degree preferred. (This should be modified per Region to meet cultural education requirements as determined by recruiting).

Experience:

12+ years of complex and large sales experience. Experience in the relevant sector environment preferred. Experience working in a partnership/professional services environment preferred. Having sat on a board or presented regularly to a board preferred.

Certification Requirements:

Expected to remain current on all EY relevant training and curriculum (e.g. AMF, CCC, Badges, Solutions, among others).