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We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world.

Negotiator, Assistant Director Job Summary

The Negotiator – Assistant Director has the experience and skill to run an holistic negotiation strategy supporting a collaborative model with the EY deal team and clients to achieve a value-based outcome. The role is primarily responsible for working on strategic deals for EY and must have a high level of business acumen, leadership skills and emotional intelligence on the deal. The role must also be able to thrive in new and unfamiliar environments, as each deal and client is different, and navigate the client’s behavior and tactics to maintain the integrity of the deal for EY.

Essential functions

Negotiations: Support the account team to complete the negotiation with the client’s negotiation lead to take the engagement from “sold” to “closed”.

Collaborate with the EY sales lead on relationship mapping and tiering to align EY’s people with the appropriate client leaders.

Provide advice and strategies on how to get client commitment to a close plan.

Support the deal-making process to document, and then get agreement with the client on, the terms of the deal.

Provide advice / counsel to pursuit teams on the various commercial models available for deals.

Assist in the implementation of negotiation strategy.

Deal Support

Act as a key conduit of information between the account team and Pursuits & Commercial Excellence leadership.

Work closely with business development leaders to advise and strategize on deal opportunities.

Cascade EY’s negotiation methodology as best practice.

Bring process consistency and synergies for negotiations to the business and client accounts by example and through EY training programs.

Build relationships with business leadership to enable successful implementation of EY’s negotiation methodology.

Leverage proximity and relationships with Sectors and Service Lines to facilitate integration of EY’s negotiation methodology across priority deals.

Instill exceptional client service into the end-to-end negotiations process across EY.

Analytical/Decision Making Responsibilities

Exercise independent judgment when analyzing information and evaluating results to recommend the best strategy and solution.

Identify strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.

Focus on results-oriented behaviors and make sound decisions quickly, given tight timeframes.

Apply strong analytical skills to proposed solutions and identify risks and dependencies to capture in drafting.

Solve challenging and ambiguous problems in a consistently efficient and effective manner.

Provide exceptional service to the EY account teams across parallel projects by prioritizing critical activities to meet business needs with high quality.

Demonstrate creativity, versatility, and adaptability in a constantly evolving environment with a wide variety of social styles.

Knowledge and Skills Requirements

Strong business and commercial acumen to quickly become familiar with a given solution.

Ability to lead and be part of teams in a complex matrix and unstructured environments with geographically distributed teams.

Ability to lead EY teams without authority using influence and communication.

Attention to detail and ability to produce high-quality work under pressure.

High drive, ability to work independently, and comfort with ambiguity and change.

Fluency in best practices of technology services contract drafting and ability to translate for EY pursuits.

Strong written and verbal communication skills for EY stakeholders.

Flexibility in working with various EY stakeholders.

Supervision Responsibilities

Works independently and manages multiple priorities.

Directs a virtual team of resources.

Executes performance standards with a high degree of independence and autonomy.

Other Requirements

Embraces a shared philosophy that “great teams” execute a consistent set of behaviors aligned with being a Trusted Strategic Advisor, Win-Win Advocate, Creativity and Innovation Driver, and Inspirational Change Agent.

Flexible hours to respond to clients across time zones; moderate to frequent travel may be required.

Experience

7+ years of negotiation and contract drafting experience in commercial and legal terms within the technology services industry (managed services, BPO, system integration, consulting).

Approximately 4+ years of previous “first chair” negotiation experience in sales, legal, or procurement within the consulting and managed services industry.

Experience in a large, complex global organization with leading negotiation practices and proven experience.

Experience leading high-performance teams.

University/Bachelor’s degree or equivalent required; MBA or master’s preferred.

What We Offer You At EY, we’ll develop you with future-focused skills and equip you with world-class experiences in a flexible, inclusive culture of globally connected teams.

Comprehensive compensation and benefits package with base salary ranges: $107,400 – $200,900 (US). NYC Metro Area, WA, and CA ranges vary. Total Rewards includes medical/dental, pension/401(k), and PTO options.

Hybrid model: most client-facing roles expect 40-60% in person per engagement, project, or year.

Flexible vacation policy and designated holidays, with additional leave for personal, family, and well-being needs.

Are you ready to shape your future with confidence? Apply today. EY accepts applications on an ongoing basis. For California residents, additional information is available here.

EY focuses on high ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.

EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets. EY teams work across assurance, consulting, tax, strategy and transactions in more than 150 countries.

EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. EY is committed to providing reasonable accommodation to qualified individuals with disabilities, including veterans. If you need assistance applying or an accommodation, please contact EY’s Talent Shared Services.

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