Location
Madrid | Spain
Job description
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.
At EY GDS – a member of the global integrated service delivery center network by EY, Managed Services (MS) is a significant part of our business, comprising more than $7b in revenue with major clients across the globe. We help clients with people based, asset based & integrated solutions, leveraging our deep sector and domain expertise to deliver enhanced value to our clients.
At EY, Managed Services (MS) is a significant part of our business, comprising more than $7b in revenue with major clients across the globe. We help clients with people based, asset based & integrated solutions, leveraging our deep sector and domain expertise to deliver enhanced value to our clients. In MS we are also ambitious, seeking to more than double our success in the future.
The opportunity
Primary focus of the Commercial Architect role will be to design the commercial proposition for qualified managed service pursuits to deliver EY value and mitigate associated risks. The person will also support the development and maintenance of the commercial frameworks for strategic propositions and complex managed services in general
Your key responsibilities
- Lead the design of competitive commercial terms for specific client pursuits – working closely with the pursuit leader, solution architect, legal, pricing, negotiations, risk, and independence.
- Lead commercial negotiations and contract negotiation with the Pursuit Lead and Engagement Partner for large MS deals.
- Lead the design of specific priority managed services offerings with a particular focus on the commercial terms needed to deliver a competitive client proposition, achieve an appropriate EY commercial return, and manage key risks.
- Support upfront qualification of complex managed services pursuits – with particular focus on the delivery of commercial value to EY whilst mitigating key risks.
- Lead the transfer of the commercial knowledge to the EY MS delivery team to ensure the ongoing management of the commercial aspects of contracts.
- Continued engagement with legal, pricing, negotiations, risk, independence and MS enablement to ensure the MS commercial architecture is up-to-date with latest positions across EY
- Capture knowledge into EY artefacts that can be used to support MS pursuits and ensure it is embedded in EY’s overall approach– eg updated commercial architecture
- Run training programmes on commercial management for account, MS enablement and delivery teams
- Lead the recruitment and development of solution talent into the MS Enablement team.
Skills and attributes for success
- 15+ years of progressive senior commercial expertise for MS and other complex and sensitive pursuits –
- Led the negotiation of significant MS arrangements – EY and/or external
- Strong business and commercial acumen
- Capable of leading teams in a complex matrix and unstructured environments with teams geographically distributed
- Attention to detail, and able to produce work of consistently high-quality under pressure (time & outcomes)
- A high level of drive, ability to work independently and deal effectively with ambiguity and change
- Ability/credibility to influence key EY and client stakeholders on robust commercial strategies & outcomes - personal style, experience and approach
- Fluency of best practice MS commercial arrangements and ability to translate these for EY pursuits
- Broad sector experience preferred
- Strong written and verbal communication skills for client C-Suite and EY senior stakeholders
- This role requires flexibility in working with various EY stakeholders across the world and in different time zones.
To qualify for the role, you must have
- Leadership experience of large (upwards of USD 50Million TCV) managed service/outsourcing type arrangements both in operations and sales, negotiating new agreements.
- Leadership experience on large consulting engagements in complex delivery situations, including multi-party arrangements.
- Typically, the candidates will have one of the following, Post Graduate Business Degree, Chartered Accounting, or Law qualifications
Ideally, you’ll also have
- Strong business partnering skills - and a demonstrable experience of influencing commercial decisions with senior stakeholders
- Ability to build compelling narratives for non-commercial or non-technical audiences.
- Able to demonstrate influence and appropriate gravitas and persuasion skills towards Partners, pursuit team and external clients
What we look for
The ability to motivate and organise a team of experience professional whilst bringing a fresh perspective to the deal making process. This should be informed by experience of leading the commercial teams developing and managing commercial models on complex outsourcing deals either on supplier or client side, ideally both.
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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