Client Executive Managed Services - Amsterdam Zuid, Nederland - EY

Geverifieerd bedrijf

Amsterdam Zuid, Nederland

2 weken geleden

Geplaatst door:

Daan Van den Berg

werver van beBee

Beschrijving

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 Client Executive (CE) Managed Services 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.

The CE 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.

The opportunity:

The Client Executive originates new deal flow around Managed Services opportunities.

It responds to requests to support opportunities from region Field of Play leaders (FOP) and SL practice leaders, and it develops and deploys FOP/account level/regional BD strategy working with Regional Managed Services GTM Leaders.

This role initiates deal pursuits with FOP leaders, and transitions pursuits to Account CE/appropriate SL EP to drive deal to closure.

The incumbent participates in Managed Services deal reviews and maintains a Managed Services tagged pipeline in EY financial systems.

It is crucial to success to understand key messages from practice and FOP leaders and effectively communicate back to regional teams.

Where requested, provide support to FOPs, Regional Managed Services GTM Leaders for account planning within EY so that Managed Services targets are disseminated through regions, sectors and SLs to accounts (especially G360 accounts).

The role drives joint account planning with Alliance, Solution and FoP leaders at target accounts and execute local QBRs in coordination with Regional Managed Services GTM Leaders.

Finally, it executes targeted sales campaigns for agreed Managed Services priority campaigns.

Your key responsibilities include:

Business Development strategy and deployment (30%):

Collaborate on a yearly sales and/or account plans in alignment with the key growth goals, and market execution plan that aligns with Global and Area Sales Plans
Drive Managed Services Business Development efforts to meet defined yearly sales goals
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.
Executes opportunity commitment, deal qualification, win/pricing strategy with our people and with our select accounts and pursuits.
Drive expected margin levels.
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.
Ensure Exceptional Client Service (ECS) is incorporated in all external and internal encounters
Drive ECS by utilizing EY's sales methodologies, tools and enablers
Proactively share relevant insights

Pursuits (35%):

Drive select pursuits, integration and pullthrough on topend opportunities where applicable
Serve as clientfacing Sales Lead on the most strategic and impactful designated opportunities in the Managed Services area
Leverage and share 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

Managed Services Innovative Services (25%):

Drive Managed Services 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 (10%):

Support practice management
Pipeline updates, reporting and predictive responsibilities
Leverage and direct available resources
Educate other BD professionals on relevant Managed Services sales methodologies, materials, thought leadership, etc.
Lead and/or participate in additional projects needed to move the function forward
Build the brand for Managed Services Business Development in everything we do
Identify operational improvement opportunities and propose solutions on an ongoing basis
Act as change agent for new business pro