Overview Location: New York, 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, Hoboken, Iselin, Buffalo, Rochester, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, Dallas, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Milwaukee, Washington, Chicago, Charlotte. At EY, we’re all in to shape your future with confidence. 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. Position 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. Team 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 and encourage successful 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 the 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 seek information on risks and dependencies to capture in our 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 teams geographically distributed. Ability to lead EY teams without “authority,” using skills of influence and communication. Attention to detail and ability to produce work of consistently high quality under pressure (time and outcomes). High level of drive, ability to work independently, and deal effectively with ambiguity and change. Fluency in best practices in technology services contract drafting and ability to translate these 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 simultaneously. Directs a virtual team of resources. Executes performance standards with a high degree of independence and autonomy. Other Requirements Embraces a philosophy that “great teams” execute a consistent set of behaviors aligned with being a: Trusted Strategic Advisor, Win-Win Advocate, Creativity and Innovation Driver, Inspirational Change Agent. As the job involves responding to clients’ needs and varying time zones, flexible hours are regularly required. Travel (moderate to frequent) will be required. Experience 7+ years’ experience of negotiation and contract drafting in commercial and legal terms with substantial experience in the technology services industry (managed services/BPO/system integration/consulting). Approximately 4+ years plus of previous “first chair” negotiation experience in sales, legal or procurement in the consulting and managed services industry. Experience working in a large complex global organization with strong understanding of leading negotiation practices with proven experience. Experience leading high-performance teams. University/Bachelor’s degree or equivalent qualification required. MBA or master’s degree (or equivalent) in Business or related field preferred. What We Offer You At EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more. Compensation and benefits package with base salary ranges: US-wide $107,400 to $200,900; NYC Metro/Washington/California ranges up to $228,200. Total Rewards include medical/dental coverage, pension and 401(k), and paid time off options. Hybrid model: most client-facing roles expected to work in person 40-60% of the time. Flexible vacation policy and designated EY holidays, breaks, and leaves to support well-being. 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. EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities. EY | Building a better working world. Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for today and tomorrow. EY teams work across assurance, consulting, tax, strategy and transactions in more than 150 countries. EY provides equal employment opportunities and reasonable accommodation to qualified individuals with disabilities, veterans, and other protected classes as required by law.

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