MENA Business Development Director - Managed Services

Role Summary

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.

Our Business Development function brings together business, sector and account
knowledge along with EY competencies and solutions to meet unique client
needs. The Business Development organization shapes and drives an integrated
growth strategy across EY's largest accounts, industry sectors, solutions and
services, while demonstrating and achieving market leadership through a client
centric culture.

The Opportunity

This is a senior sales role to lead our Digital Transformation sales efforts
across key MENA accounts. A large focus of this role is client facing
relationship development and B2B sales. You will be expected deliver
exceptional client service by understanding our client 's issues and
challenges, leveraging the firm's capabilities to originate and drive new
business opportunities to grow revenue, and deepen the customer relationship
management. You'll drive global account strategy, rigorous account planning
and relationship development across the client(s) organization.

Your key responsibilities

You will be responsible for delivering sales within your assigned accounts and
challenged with achieving personal sales and pipeline targets. You 'll develop
sales plans and act as a strategic advisor internally and externally. As much
as ‎80% of your time will be externally focused, actively engaging with key
clients in the MENA region to drive our account management framework and
actively build and enhance our client relationships within key accounts.
Additional, time will be spent on strategy and management initiatives.

Skills and attributes for success

Thriving in a matrixed organization is essential, balancing the needs of the
client against business initiatives and goals. Your ability to develop and
build relationships is vital as you collaborate with colleagues across the
firm to drive a coordinated market effort. Possessing natural coaching skills,
you 'll inspire others with your actions in the market. You'll be a trusted
advisor to the Global Client Service Partners (GCSPs) and account teams,
acting in a consultative manner. You'll be the catalyst that pulls
stakeholders together to drive strategic initiatives and enable sales growth.

To qualify for the role, you must have
*
An advanced degree or MBA
* At least ‎15 years of relevant working experience in Business Development or Solution Sales in the ICT and IOT sectors
* An established professional network within the ICT and IOT sectors
* Strong executive presence and the ability to influence
* Strong coaching and mentoring skills

Skills and attributes for success
*
Demonstrating market leadership:
* Serving as a Business Development Director on core account(s) and/or being responsible for a defined account portfolio as the client facing BD Executive
* Participating in key external events and meetings -- client meetings, presentations and roundtable etc.
* Building and leveraging personal external networks and relationships
* Participating in and/or lead the core account(s) most strategic pursuits
* Executing market strategy and objective:
* Working with the leadership team to develop a market execution plan
* Aligning Service Line and account-based initiatives with Market Segment Leaders (MSLs) and Global ‎360 (G360) Global Client Service Partners (GCSPs)
* Instill Exceptional Client Service (ECS) principles in Service Lines, Market Segments and accounts
* Own and initiate select key relationships in the market
* Overseeing deployment of thought leadership within core accounts and targets
* Monitoring market segment trends, industry issues, and competitive intelligence.
* Analyzing and reacting to business competition and developments to maintain agility and responsiveness to clients' needs and requirements
* Provide insights into proposition development and shaping, and bring together the best of EY Managed Services to enable a strong coordinated brand in the market. Drive Managed Services offerings through the distribution channels: G360, Market Segments and Service Lines.
* Liaise with EY Global GTM lead for Managed Services for planning, ongoing guidance and transfer of knowledge, and understanding the wider global Managed Services offerings portfolio in order to select offerings to be driven in the Area. Be recognized as the go to person in the Area for all proposals, opportunities and relationships related to the Managed Services.
* Pursuits:
* Serve as client facing sales lead on the most strategic and impactful designated opportunities in the Managed Services area. Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients' needs. Develop closing and negotiation strategy with the bid team.
* Sales Management:
* Deploying and monitoring Sales Management processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations
* Ensuring continuous improvement in customer experiences through development and deployment of best practice processes
* Driving operational excellence in the following areas:
* Lead generation - uncovering clients' requirements and hence EY opportunities
* Pipeline -- discipline and reporting
* Financial -- negotiation, pricing, margin
* Sales and revenue forecasting
* Account planning reviews with G360 and Core accounts
* Win/Loss debrief reporting and recommendation
* Service quality reporting and recommendations

What we look for

Our successful Client Executives deliver exceptional client service by
proactively originating new business, sharing ideas and bringing innovation to
your clients. Additionally, you 'll be digitally connected across your
clients' full ecosystem while collaborating to find or build the right
solution tailored to the business needs while challenging their thinking with
distinct points of view.