EY Government and Public Sector (GPS) Business Development Leader (BDL) in Jericho, New York
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 accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.
The Government and Public Sector (GPS) Business Development Leader (BDL) is a key member of the overall GPS Leadership Team. The role has significant influence into the development and execution of an integrated growth strategy across G360s, Market Segments and Services including the driving of regional go-to-market campaigns. Primary responsibilities include building and leading a diverse, high-performing, market-facing Business Development (BD) team, and demonstrating market leadership through accounts and pursuits by instilling an exceptional client experience culture. The GPS BDL is also expected to lead by example by taking on a significant designated market facing role (i.e. Account Leader or Client Executive focus on priority accounts). With respect to go to Market strategy, this role will also create, share, and provide execution options based on a deep understanding of GPS forward looking performance metrics, including all aspects of pipeline, sales, BD deployment, and market activity. Expected percentage of time spent per BD activity: Strategy 30%/Management 30%/Client facing 40%.
Your key responsibilities
Demonstrating market leadership as an Account Leader or Client Executive on at least one priority GPS account. Lead and drive an operationally efficient, diverse, and inclusive market-facing BD organization, which is composed of both externally focused Client Executives as well as an internal BD operations team referred to as Markets Activation. Shape and drive innovative commercial work streams in line with country growth strategy and market dynamics.
Shape and drive commercial workstreams in line with GPS growth strategy. Truly own and activate on GPS performance metrics, especially forward-looking metrics. Champion and drive account-centricity.
Building and leading an operationally efficient, market-facing BD organization: Ensure that the appropriate global target operating model is established and refined against changing market dynamics. Develop a diverse and inclusive BD Leadership Team with specific responsibilities to execute the model and strategy and line manage. Clear commercial governance and cadence across individual and team sales targets underpinned by robust data to enhance decision-making and interventions. Define career pathways and talent pipeline in line with changing market dynamics. Establish a culture and commitment to life-long learning to respond to ongoing market dynamics. Ensure a first-class, innovative Pursuits team that utilizes automation and offshore support. Coach P/ED/Ds in market (including Exceptional Client Service (ECS) principles and guidelines).
Demonstrating Market Leadership: Participating in key EY focused external events and meetings Owning and driving the development of a winning and high-performing culture in the Area (A). Working with Area and Regional leadership team to create an optimal BD resource investment plan Monitoring Market Segment trends, industry issues, and competitive intelligence Building and leveraging personal external networks and relationships Conducting win/loss debriefs and ESQs/ASQs on our most strategic accounts on a regular cadence, assessing performance and performing an enhancement plan. Taking a market facing role with associated targets. Provide support to the GCSP and potentially own some senior relationships at the account. Take some accountability for overall account targets.
Account Leader – Take an account leadership role across one or more accounts depending on size. This would include direct accountability for account performance against agreed targets in addition to an individual sales target which would be a subset of the overall.
Skills and attributes for success
You’ll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across the leadership team and service lines 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 and member of the GPS Leadership team and your relevant account team(s), acting in a consultative manner.
You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.
The role will have direct reports and has direct responsibility for building a culture of success by leading and driving the execution of high -performing, diverse and inclusive sales talent management (hiring, developing, assessing, etc.) within the Region Business Development Team. The role will also provide mentoring to many within the Region BD organization as well as regular feedback for identified leaders. This role will have LEAD Reviewer responsibilities. Operates with high degree of independency and autonomy.
To qualify for the role, you must have
10-12+ years of business development experience in professional services and solutions within the Government & Public Sector space, with US Federal Government experience being critical
A proven record of selling complex digital, technology and/or managed services solutions in the GPS space
Professional client management and relationship skills, strong executive presence and influencing skills
Solid understanding of the marketplace/industry, competitive intel, and account information
Strong knowledge of current and emerging sales tools, methodologies and go-to-market models including social media
Strong sector or technical content expertise
Strong ability to handle and resolve conflict
A University/Bachelor’s Degree
Ideally, you’ll also have
Strong coaching and mentoring skills
Team selling experience
Ability to travel
What we offer
We offer a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options. Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.
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.
If you can demonstrate that you meet the criteria above, please contact us as soon as possible.
The exceptional EY experience. It’s yours to build.
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