Job Title: Commercial and Contract Management
Sub Function: Global Managed Services
Job Rank: Senior Manager
Reports to: Area Commercial Architect Lead
Managed Services is a critical component of the EY Vision 2020 strategy and a new area of growth for the firm. GMS is already a $5.3 Billion business (FY20), a target of $6 Billion in FY21 and has plans to grow in excess of $10 Billion over the next few years. In order to meet this strategic objective we are undertaking a change in our operating model to enable our Areas (Americas, EMEIA, APAC) to have the right team in place for Managed Services pursuits.
The Commercial and Contract Management role will provide inputs to the commercial proposition prior to qualification of managed service pursuits and then support / provide the negotiation function for those pursuits. The person will also provide post agreement contract management support and may be expected to build an APAC wide contact management functionality.
Support the design of competitive commercial terms for specific client pursuits – working closely with the pursuit leader, solution architect, legal, pricing, negotiations, risk, and independence.
The role upstreams to the design of the commercial solution in order to negotiate those terms and then to operationalise them during production.
Lead commercial negotiations and contract negotiation with the Pursuit Lead and Engagement Partner while supported by Legal for large MS deals.
Support development of contract templates and T&C’s working with legal.
Make appropriate choices of contract structures and templates and align the templates to pursuit needs and client requests. Choose or re-draft alternative appropriate clauses.
Escalate and provide insights to QRM practitioners as part of the qualification and negotiation process in order to gain approval for the proposal and for changes to the contract / constructs during negotiation.
Apply experience and appropriate delegation of authority guidelines to ensure that EY does not deviate from its approved contractual positions without appropriate governance.
Support upfront qualification of complex managed services pursuits – with particular focus on the delivery of commercial value to EY whilst mitigating key risks.
The commercial design will include development of proposed commercial terms, contractual documents, addressing client concerns/requirements and mitigating EY risks.
Create an appropriate bank of Contract Management processes suitable to different Managed Services offerings and contractual specifics.
Make use of existing EY contract management tools and vary as required
Develop relationships with Global Delivery Services (GMS India) contract management practitioners
Provide a Contract Management function on key EY contracts and accounts
Utilise GMS practitioners effectively to provide a low cost but effective service.
Transfer MS skills and expectations to GMS practitioners.
Should demand justify it; hire, transfer in and/ or utilise GDS practitioners to provide an ongoing contract management service across APAC region under your leadership and control.
Support the transfer of the commercial and contract knowledge to the EY MS delivery team to ensure the ongoing management of the commercial and contractual aspects of contracts.
Capture knowledge into EY artefacts that can be used to support MS pursuits and ensure it is embedded in EY’s overall approach– eg updated commercial architecture
Support training programmes on commercial management for account, MS enablement and delivery teams
Support the recruitment and development of solution talent into the MS Enablement team