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Greater China SAP Alliance Sales Client Executive

Location:  Hong Kong
Other locations:  Anywhere in Country
Salary: Competitive
Date:  04-Nov-2022

Job description

Requisition ID:  785241

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 Alliances in APAC is one of the key growth driver. Expectations for the growth in the coming years are strong, backed up with support from senior EY leadership. Would you like to be part of the APAC Alliances team building better working world by using latest technologies from our Alliance partners, combined with world class business consulting skills? We welcome you to join our APAC – Alliances Business Development team
 

Your key responsibilities
Job Summary: 

 

  • Originate deal flow from Alliance Partner field around respective alliance opportunities
  • Respond to requests to support opportunities from region Field of Play leaders (FOP) and SL practice leaders
  • Develop and deploy FOP/account level/regional BD strategy working with alliance GTM Leader and alliance relationship director
  • Initiate deal pursuit with FOP leader, and transition pursuit to account CE/ appropriate SL EP to drive deal to closure
  • Participate in alliance deal reviews and maintain alliance tagged pipeline in EY financial systems
  • Understand key messages from practice and FOP leaders and effectively communication back to partner field sales force 
  • Where requested, provide support to FOPs, Alliance GTM Leader and Alliance relationship director for account planning within EY so that alliance targets are disseminated through regions, sectors and SLs to accounts (especially G360 accounts)
  • Drive joint account planning w/ alliance partner at target accounts and execute local QBRs in coordination with GTM Leaders
  • Execute targeted sales campaigns for agreed alliance priority campaigns

 

Key Success Metrics:

 

  • CE Dashboard will be used to capture alliance CE alignment to opportunities. CE sales credit allocation will follow standard firm methodology as defined within the dashboard
  • Dashboard metrics reviewers will be Alliance GTM Leader, relevant region SSA Lead, relevant FOP Leaders, and administrative manager
  • Alliance CE dashboard metrics will be set to aggressively grow the business
     

Essential Functions of the Job

 

  • The Alliances Director (AD) 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 (dependent on Regions needs and maturity of our relationship with alliances). 
  • The (AD) 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. Specifically, the AD is expected to independently drive opportunities 
  • The AD 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 other Business Development (BD) Client Executives as there will be a large degree of opportunity, pipeline and solution overlap. 
  • The role will focus on Alliance BD strategy and deployment within a specific market segment and will manage the strategic relationship with our Alliance partners in that Market together with the Regional Alliance Leader. 
  • 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 Alliance BD activity including alliance governance in Market, alliance partner programs, GTM campaigns, and will have personal sales goal, pipeline and revenue targets.
  • Pursuits: 
    • Driving select pursuits, integration and pull-through on top-end opportunities where applicable
    • Serves as client facing sales lead on the most strategic and impactful designated opportunities in the Alliance area.
    • Leverages and shares alliance trends, industry issues, and competitive intelligence 
    • Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients’ needs. 
    • Provide regular updates on pursuit progress to firm leadership.
    • Engage all relevant EY resources to improve account penetration and win rates.
    • Develop closing and negotiation strategy with the bid team.
  • Alliance and Innovative Services: 
    • Drive Alliance offerings through the distribution channels:  Market Segments and Service Lines. 
    • Develop and implement communication and education  to internal stakeholders (e.g. Partners, G360 and Regional Service Line BDLs) 
  • Additional Activities: 
    • Support practice management
    • Pipeline updates, reporting and predictive responsibilities
    • Leverage and direct available resources.
    • Educate other BD professionals on relevant Alliance sales methodologies, materials, thought leadership, etc.
    • Lead and/or participate in additional projects needed to move the function forward 
       

Other duties as required

 

  • Build the brand for Alliance Business Development in everything we do.
  • Identify operational improvement opportunities and propose solutions on an on-going basis. 
  • Act as change agent for new business processes and procedures. 
  • Attend and lead relevant BD or leadership meetings and contribute to development of Business Development initiatives.
  • Expert communication and influence skills
  • Education:
    • University/Bachelor’s Degree required. Advanced degree preferred
       

Skills and attributes for success

 

  • You will succeed in this role if you have great consulting skills and experience, backed up by an extensive regional network as well as ability to thrive in a dynamic and rapidly evolving environment. 
  • You build high-impact senior client relationships readily, and you have great networking skills to build out your own network and develop new contacts. In addition, change management is an essential part of your core skillset Strong demonstrable leadership experience, in particular in large global complex matrixed organizations
  • Expert Relationship management experience at C-Suite level     
  • Able to identify and assemble teams that reflect diverse skills and strengths from across the organization.
  • Skilled in conflict and change management
     

Knowledge and Skills Requirements

 

  • This position considers various pursuits to attain new business, maintain existing business, and build relationships; build, organize, and lead appropriate pursuit teams; identify operational improvement opportunities; develop/execute winning strategies; shares best practices across the firm; and act as a change agent for new processes and procedures. 
  • Assimilate ideas from multiple sources to create a cohesive piece of work.
  • Uses in-depth knowledge of the client’s organization, markets, industry and competitor’s to anticipate complex issues and identify solutions.
  • Utilizes understanding of the EY organization (matrix) and balances the needs of many stakeholders to achieve firm initiatives and goals.
  • Must work within a matrix organization - balancing the needs of the client against firm initiatives and goals. 
  • Must identify appropriate product/service offerings to meet the client’s needs.  
  • Must make decisions, such as prioritizing relationships to develop, negotiate with clients (external and internal) and overcome obstacles with minimal supervision.  
  • Needs to leverage the knowledge of the client’s issues and the industry/sector trends, identify and help develop new service offerings that will meet the client’s needs.
  • Broad-based experience in marketing and/or sales/management, 
  • Mastery of key elements of the pursuit process
     

Job Requirements

 

  • Education:
    • 10+ years in demonstrated alliance sales director roles
    • 12+ years of complex and large sales experience
    • Experience working in a partnership/professional services environment preferred.
  • Experience in the technology sector environment/Alliance area preferred
  • Experience working in a partnership/professional services environment preferred
  • Fluency in English and Chinese language
     

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.  

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