The opportunity

One of the defining market dynamics of recent decades has been the shift in focus from public to private markets – with more capital than ever now being invested in things like private equity, venture capital and private credit. This rapid growth has been driven by a variety of factors, such as investors searching for higher returns and huge growth in the numbers of high-net worth individuals. As private capital markets have become bigger and more liquid, many successful companies have opted to stay or go private – further increasing the pool of private capital. Ongoing growth is expected to be fueled by several positive tailwinds. These include greater involvement from institutional funds, growing retail participation, and accelerated private equity and family office growth. Based on EY’s account-based revenue potential, the top end middle market consulting opportunity is over a $100B market, more than 5x our non-private consulting opportunity. We do not currently have a middle market consulting strategy that is consistent globally in either types of solutions, footprint or KPI’s.

This growth has created the need for a new leadership role and will be responsible for driving a global Private Consulting GTM strategy for the firm, coordinating across all three global Areas, working closely with our Solutions/Managed Services/Consulting GTM Leaders, and ensuring a consistent framework and approach for market activation, aligned to FOP and other Global Markets’ initiatives, clearly defined value proposition in all our MS solutions to enhance our brand and overall position. The role will focus on developing:

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  Evidence of opportunities and gaps based on competitive intelligence, industry trends and other relevant data.
• A clear value proposition for all EY Private-relevant MS solutions to drive a consistency that enhances our brand and overall position across private accounts.
• Solutions by inventorying current footprint of services available (specifically including Tax Finance Operate, Cyber Supply Chain & related solutions) and considering how to scale services for private accounts.
• A market activation strategy using multiple channels (e.g., forums, campaigns, events, etc.) to advance go-to-market and delivery of MS solutions across private accounts, including developing key materials, managing presale activity, monitoring performance, reviewing wins/losses, and capturing portfolio outcomes of private accounts (starting with Cyber, Supply Chain and Tax Finance Operate).
• Data led services and partnerships that leverage existing Alliance relationships to build transformational data provider partnerships and integrations that will support new services for the private market.
• Provide support to qualified pursuits and participate in key pursuit governance where relevant.

Your key responsibilities

Essential Functions of the Job:

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  Initially, develop and achieve agreement on strategy and key building blocks from all key stakeholders plus the US market specifically with Tax Finance Operate, Supply Chain, Cyber; data opportunities with Assurance and likely ESG.
• Leverage existing market research and drive further insight toward Sector, Segmentation and Field of Play.
• Collaborate and influence Area Leads (North America initially to be 75% of time), Regional Solution Leads, Client Technology, Alliances and GMS to drive presale activity focusing first on Cyber, Supply Chain and Tax Finance Operate.
• Initiate and drive solution launches, webcasts, events to drive data led services to ensure our account teams and clients understand the services footprint we can provide through managed services.
• Collaborate closely with Client Technology to provide direction on the technology and data plans and deliverables, including commercial costing / pricing mechanisms for technology to support the business solutions.
• Work with Sector leaders to establish sector wrappers for the appropriate solution sets and support them in their rollout.
• Work with the relevant teams to ascertain key win themes and understand losses such that we can feed that back into campaigns, adjust solutions etc.
• Participate in the Global Solutions leadership team and EY Private Global leadership team to support the identification and development of solutions with an initial focus on Tax Finance Operate, Cyber and Supply Chain applicable solutions.
• Ensure appropriate processes are in place for the transfer of knowledge from the Deal Support team to the ongoing client delivery team.
• Ensure knowledge from engagements is captured into EY artefacts that can be used to support Solutions pursuits and is embedded in EY’s overall approach.

Analytical/Decision Making Responsibilities:

EY Private Solutions Leader will drive the following key decisions:

• How do we use competitive intelligence, industry trends and other data to identify opportunities and gaps.
• What is the value proposition across all our Consulting & MS solutions and how do we drive a consistency to enhance our brand and overall position across Private accounts.
• What Consulting and MS solutions are most relevant to private accounts (e.g. Tax Finance Operate, Cyber, & Supply Chain related) and how do we ensure global capabilities are being leveraged and/or established, with performance in line with service needs
• What forums, campaigns, events, and materials will advance the go-to-market and delivery of Consulting and MS solutions across private accounts.
• How do we best develop key materials, manage presale activity, monitor performance, and learn from wins and losses.
• How do we best leverage existing Alliance relationships and build transformational data provider partnerships and integrations that will support new services relevant for this market.
• What should be the most appropriate pursuit strategy for key Consulting and Solution pursuits and how best to influence key stakeholders on the pursuit strategy.
• How do we best capture learnings and build into sales enablement tools for other pursuits to leverage.
• How do we share solution learnings to develop wider EY leadership capabilities.

Supervision Responsibilities:

This role will need to lead and influence

• Local SL Partners needed to sign-off key deliverables and engage with local clients
• New EY capabilities being developed in GDS, including data management and service management.
• Existing and new third-party suppliers needed to deliver elements of business and technology operations.
• Global EY Platforms and associated technology assets, being developed and deployed by SL/CT as pertaining to the engagement.
• Client Technology to deliver the ongoing operation of the technology requirements for the customer

Skills and attributes for success

Knowledge and Skills Requirements:

• Experience in professional services and/or outsourcing organizations.
• Strong expertise in digital transformation, digital marketing, ESG, ETL, metrics, AI/ML, data science as a service, data licensing, analytics, SaaS, decision science, publishing, digital profiling, product management and product marketing.
• Capable of leading in a complex matrix and unstructured environments.
• Strong business partnering skills enabling working across teams.
• Able to produce work of consistently high-quality under pressure (time & outcomes).
• Ability/credibility to influence key EY and client stakeholders on strategies & outcomes - personal style, experience, and approach.
• A high level of drive, ability to work independently and deal effectively with ambiguity and change.
• Broad sector experience preferred.
• Strong written, presentation and verbal communication skills for client C-Suite and EY senior stakeholders.
• Strong complex MS pursuit leadership experience.
• Travel and working non-standard working hours due to global nature of job.

Ideally, you’ll also have

• 
  20+ years of experience
• Education: Bachelor’s degree or equivalent. MBA preferred.

• 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.