北京招聘

Join our Core Business Services (CBS) team and you will help support the important business enablement functions that keep our organization running strong. As a CBS professional, you will work across teams to provide the knowledge, resources and tools that help EY deliver exceptional quality service to our clients, win in the marketplace and support EY’s growth and profitability. Major teams within CBS include Finance, Information Technology, Human Resources, Enterprise Support Services, Brand Marketing and Communications, Business Development, Knowledge and Risk Management.

Join our Business Development team and you will support and execute go-to-market business development and marketing strategies. As a Business Development professional, you’ll work with account teams to build relationships with our clients, drive new business and build revenue growth.

With so many offerings, you have the opportunity to develop your career through a broad scope of engagements, mentoring and formal learning. That’s how we develop outstanding leaders who team to deliver on our promises to all of our stakeholders, and in so doing, play a critical role in building a better working world for our people, for our clients and for our communities. Sound interesting? Well this is just the beginning. Because whenever you join, however long you stay, the exceptional EY experience lasts a lifetime.

About the opportunity

The Senior Manager role of the Greater China SAP Sales & Business Development will be responsible for facilitating the pursuit of new business, maintaining existing business, and in developing relationships at key buying influences which can include the “C Suite” level. The role will focus on supporting the APAC SAP Sales & BD strategy and deployment, and will manage the strategic relationship with SAP together with the APAC SAP Sales & BD Leader. This will include responsibility for opportunity pipeline development, joint go-to-market initiatives and solutions, establish and nurture executive level relationships with SAP leaders and our EY Services team.

The role will have a direct reporting line to the APAC SAP Sales & BD Leader, and a dotted line to the Greater China BD Leader, and will be focused exclusively on driving SAP sales and revenue for EY's Greater China region.

About you

In your role as Greater China SAP Sales & Business Development Senior Manager, you’ll be responsible for:

Ø Business Development strategy and deployment:
• Collaborate on a yearly sales and/or account plans in alignment with the firm’s integrated revenue planning process APAC SAP Sales & BD Lead, Alliance ambitions, growth with goals, and market execution plan that aligns with Global and Area Sales Plans
• Propose and support all SAP Alliance Business Development initiatives in terms of the firm’s objectives, global & local resources available, and current position in the overall competitive landscape.
• Contribute to the APAC Area SAP Sales & BD resource investment plan.
• Foster strong executive relationships between SAP and EY.
• Drive SAP Alliance Business Development efforts to meet defined yearly sales goals
• Contribute to and manage the overall SAP Sales pipeline
• 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.
• Inform and update our SAP counterparts on our plan and activities to drive incremental sales and enhance the relationship.
• Identify must-win opportunities and consult with key stakeholders to build an effective team which can meet the potential client’s objectives.
• Drive expected margin levels.
• Work with BD team to maintain an accurate joint sales pipeline with SAP.
• Develop and drive 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.
• Proactively share relevant insights
• Ensure Exceptional Client Service (ECS) is incorporated in all external and internal encounters by utilizing EY’s sales methodologies, tools and enablers

Ø Pursuits:
• Drive selected pursuits, integration and pull-through on top-end opportunities where applicable
• Enable regional client-facing teams with strong sales discipline, rigorous pipeline management and regular cadence and reporting
• Serve as client facing sales lead on the most strategic and impactful designated opportunities in the Greater China SAP Alliance area.
• Establish and maintain clear and consistent alliance reporting
• Leverage and share alliance trends, industry issues, and competitive intelligence
• Oversee all Greater China SAP Alliance relationship management practices
• Serve as a value proposition leader and help evaluate business issues and service responses required to meet potential clients’ needs.
• Consult with key stakeholders to develop Voters Matrix, Miller Heiman Blue Sheet, Calendar of Events and contact list of potential client’s decision makers.
• 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.

Ø Alliance and Innovative Services:
• Drive SAP Alliance offerings through Greater China distribution channels: Market Segments and Service Lines.
• Develop and implement communication and education to internal Greater China stakeholders (e.g. Partners, G360 and Regional Service Line Business Development Leaders)

Ø Additional Activities:
• Support Greater China practice management
• Manage all aspects of SAP alliance communications to ensure that key Greater China wins are recorded, tracked and communicated to the field.
• Align with Global and Area alliance teams to ensure collateral is updated and communications are aligned and delivered in a timely manner.
• Pipeline updates, reporting and predictive responsibilities
• Leverage and direct available resources.

To qualify for the role you must have

• A Bachelor degree with relevant post graduate/professional qualification is desirable
• Minimum 10 years of complex and large sales experience
• Experienced working in a partnership/professional services environment preferred.
• Proven track record in creating awareness, demand and drive incremental revenue through SAP Services is advantageous.
• Ideally have some SAP experience to understand and articulate value proposition for SAP and align it with EY values.
• Experienced in working within a matrix organization - balancing the needs of the client against firm initiatives and goals.
• Able to utilize understanding of the EY organization (matrix) and balance the needs of many stakeholders to achieve firm initiatives and goals.
• Proven ability to influence multiple key stakeholders in multiple countries to achieve objectives
• Use in-depth knowledge of the client’s organization, markets, industry and competitor’s to anticipate complex issues and identify solutions.
• Proven ability to assimilate ideas from multiple sources to create a cohesive piece of work.
• Able to make decisions, such as prioritizing relationships to develop, negotiate with clients (external and internal) and overcome obstacles with minimal supervision.
• Able to identify and assemble teams that reflect diverse skills and strengths from across the organization.
• Broad-based experience in channel management and/or sales/sales management
• Mastery of key elements of the pursuit process
• Excellent communication and influencing skills with strong relationship management experience at the C-suite level

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Whenever you join, however long you stay, the exceptional EY experience lasts a lifetime.