Alliances Resale Strategist - Associate Director

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Role title: Alliances Resale Strategist

Position Summary:

The Alliances Resale Strategist is responsible for working with the Global Resale Leader to maximize value and minimize risk for EY and its resale partners during resale deal qualification and structuring through to contract negotiations. The Alliances Resale Strategist will be instrumental in comprehending and navigating complex deals, including non-standard and strategic resale opportunities. This role requires adeptness in negotiating deal structures and licensing models with internal teams, technology vendors, and clients to optimize value and mitigate risks for EY. The strategist will ensure alignment with EY's global strategies while managing the intricacies of business, legal and Independence requirements across diverse transactions and special projects.

This role is part of the Global Alliance and Ecosystem Relationship Program which has responsibility for:

• Increasing Global sales and revenue, by leveraging EY’s alliance relationships to drive sales and delivery across joint solutions, campaigns and active engagement in the field


• Increasing pipeline of EY opportunities through collaboration with alliance/resale partners


• Increasing win rates and reduce delivery risk through collaboration with alliances

Essential Functions of the Job:

• Develop a clear understanding of EY’s resale strategy, policies and requirements, liaising at ease with the onshore Alliances and Resale leadership


• Internal interaction with EY GCO, Independence, Quality, client teams


• External interaction with resale partners, clients, and other external stakeholders


• Interact with EY engagement, pursuit, and account teams to understand the client’s business needs, EY’s role in the opportunity, and the nature of the resale component of the opportunity 


• Interact with the alliance/resale partner to understand licensing models and resale program or contract terms; develop plan for how EY will be able to meet the needs of our clients while maximizing value to all parties and minimizing risk to EY
  
  
  
  • Secure internal approvals to participate in one-off strategic, non-standard, or new resale opportunities
  
  
  • Work side-by-side with EY GCO to lead commercial negotiations
  
  
  • Manage EY’s participation in Alliance partner resale programs to meet business needs while balancing global and local legal and independence complexities
  
  
  
  


• Collaborate closely with Global Resale Operations GDS team to ensure EY has the operational capability to meet commercial terms (e.g., payment terms, renewals, etc.) and has sufficient planning time to accommodate non-standard needs


• Manage a portfolio of special projects that require complex problem solving and stakeholder management


• Develop, maintain and promote positive relationships and engagement with key stakeholders


• Provide coordination support across Sector, Regions, and Functions

Analytical/Decision Making Responsibilities:

• Evaluate specific deal activities, efforts, requests against agreed strategy/plan and EY policies


• Manage complex relationships with multiple stakeholders often with competing priorities


• Use judgement to determine when to escalate issues to Global Resale Leader or other stakeholders


• Identify potential risks, articulate, document, and flag the risks to appropriate stakeholders


• Ability to balance evaluating and supporting new opportunities while supporting multiple ongoing commercial negotiations 

Knowledge and Skills Requirements:

• Deep understanding of EY matrixed structure and stakeholder
  
  
  
  • ability to identify who, where and how decisions are made within EY functional/regional/sector matrix
  
  
  • ability to figure out how to access those stakeholders
  
  
  • ability to craft and target communications that are carefully tailored to each audience
  
  
  
  


• Understanding of global finance and procurement models


• Deep understanding of the consulting sales process and client-delivery process


• Ability to understand the technology and partner/EY sales model and apply understanding to interpret resale programs/agreements and how they should be applied within EY


• Understanding of the specific technologies and solutions
  
  
  
  • Ability to understand the broad array of technologies and solutions, client issues, and competitive landscape
  
  
  • Understand nuances and variables across technologies/solutions that drive different sales and delivery models, including resale  
  
  
  • Understand how the business model for each technology/solution fits within EY’s strategy and resale policies
  
  
  • Understand how the business model for each technology/solution fits within the alliance partner’s business strategy
  
  
  
  


• Ability to craft and refine executive-level content and communications


• Apply appropriate judgement and evaluate & prioritize appropriate programs and make high-level operational decisions

Supervision Responsibilities:

• Must be able to operate primarily independently to drive commercial negotiations


• Direct activities of those in other practice areas or functions who do not report to the Global Resale Leader


• Be comfortable working with and providing guidance to executive-level stakeholders

Other Requirements:

• Ability to travel up to 10%

Job Requirements:

Education:

• Postgraduate preferably MBA (Finance, Technology)


• Graduation in Commerce (will be an added advantage)

Experience:

• 15+ years of experience with a combination of consulting services, technology procurement, commercial negotiations, and managing complex licensing models or resale within a professional services firm

Certification Requirements:

• Not applicable

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