Client Executive

To comply with Saudi Arabian nationalization law, EY must hire nationals from Saudi Arabia for this role

Job Summary:

The Regional Global Account Client Executive (CE) is responsible for delivering exceptional client service (ECS) to our clients by understanding client issues and challenges, leveraging the firm’s capabilities to address these and driving new business opportunities to grow revenue and deepen customer relationship management (CRM). The Regional Global Account CE is responsible for driving sales growth and activity (pursuit of new business, maintaining existing business and developing relationships at key buying influences for a Global Account focusing on sales growth, margin and strategic coverage). The CE will be in the market identifying opportunities directly with clients and driving relationships with relevant C suite clients to grow the EY share of wallet. The CE will be the Subject Matter Expert (SME) for selected solutions and will also drive the firm to better deliver services to our clients. This role will collaborate cross-service line and will need to work closely with the Service Line technical team, Market Segment and BD teams, as there will be a large degree of opportunity, pipeline and solution overlap. The role will focus on the Global Account BD strategy and deployment and will manage the strategic relationships in EY and at the client. This role will leverage available resources throughout EY to bring the firm's best thinking and resources to improve win rates and ultimately win in the market. This role will have responsibility for leading the Global Account BD activity and will have personal sales and pipeline targets. Expected percentage of time spent per BD activity: BD strategy, Account Landscape and deployment 20% / Sales and Pursuits 60% / Process and Stakeholder Management 20%.

Essential Functions of the Job:

Deliver against defined sales, pipeline, and margin targets. Build relationships directly with clients' decision makers for deal targeting, deal origination and deal closing. Manage EY and clients' stakeholders, align strategy and ensure right level of support when needed. Inspire others through action in the market, being connected, proactive and insightful. Coach account personnel to ensure optimal account performance by instilling ECS principles and practices. Leverage support resources (i.e., Marketing resources, Knowledge resources, Industry Sectors, Sector Analysts, Commercial Functions). Identify, resolve or escalate issues.

Supervision Responsibilities:

Role operates with considerable autonomy. This role will coach personnel related to EY offerings and will be expected to inspire others through action in the marketplace.

Knowledge and Skills Requirements:

CE resources need to be driven individuals and possess the hard and soft skills necessary to drive transformational performance across our portfolio of accounts and solutions. Ability to build high-impact C-suite relationships quickly and sustain them. Strong content expertise (technical/sector). Strong change agent skills. The ability to flex personal style as required. Strong ability to focus on commercial outcomes that align with the interests of our clients. Strong knowledge of current and emerging sales tools, methodologies and go-to-market (GTM) models including social media. Leading and credible social media profile. Expert client management and client relationship skills. Strong Executive presence. Expert influencing, facilitation and communication skills. Strong coaching skills. Expert knowledge of EY’s Alliances, technology, solutions and services. Strong business acumen. Mastery of key elements of the pursuit process. Able to influence without authority. Skilled in conflict and change management.

Other Requirements:

As the job involves responding to clients' needs and varying time zones, long hours are regularly required. Moderate to frequent travel will be required.

Education:

University/Bachelor’s Degree required. Advanced degree preferred. (This should be modified per Region to meet cultural education requirements as determined by recruiting).

Experience:

12+ years of complex and large sales experience. Experience in the relevant sector environment preferred. Experience working in a partnership/professional services environment preferred. Having sat on a board or presented regularly to a board preferred.

Certification Requirements:

Expected to remain current on all EY relevant training and curriculum (e.g. AMF, CCC, Badges, Solutions, among others).

Company Industry:

• Banking
• Broking

Department / Functional Area:

• Administration

Keywords:

• Client Executive