Managed Services Growth Centre

Markets Strategy and Enablement Leader

Location: Australia, Hong Kong, Singapore

EY is a market leader in Managed Services with significant revenue and major clients across the globe. However, to deliver Managed Services at scale, achieve our growth ambitions and execute the strategy set out in Next Wave, EY needs to adopt different ways of thinking and working.

Through Managed Services, EY is competing in a new market that is increasingly competitive. Which means we need to have increased clarity around what we do, where we play, and why we are different. EY needs to deliver Managed Services through different models, adopting a clearly defined set of global priority offerings. This requires a different approach to go to market – the way we position EY, the way we engage clients, and the way we activate internally.

Your role as Markets Strategy and Enablement Leader for Asia Pacific (APAC) Managed Services is to support the go to market initiatives for Managed Services across Service Lines and Regions – drive the Managed Service Strategy, accelerate demand and market penetration; establish awareness and credibility; contribute to the development of Managed Service offerings; and enable internal stakeholders and channels to engage clients.

The opportunity

This is a unique opportunity to shape the strategy for Managed Services for APAC, with ample scope to design and implement the enablement processes and initiatives. You will own and oversee all elements of the Market Enablement program of work for APAC, including: demand generation initiatives; targeted campaigns; development of go to market material and assets; and training and internal activation. This will require collaboration across the firm – Service Lines, Regional Leadership, Markets Activation, Knowledge, BMC, Operations, Global Managed Services, Business Development, and Solution Leaders. In particular, you will work closely with the APAC Managed Service Leader, APAC Managed Services Markets Leader, SL Managed Service Leaders, and Regional Managed Service Leaders as a key channel to market.

As the leader for Markets Strategy and Enablement group, you will also lead and manage a team of Enablement professionals that will operate across the different Regions and with Service Lines. As this will be a newly formed team, you will have significant scope to define the role, set the KPIs and establish the capabilities that are brought into the team.

Your key responsibilities

• You will own and drive the market enablement requirements for APAC, including:
  • Positioning: Identify and develop positioning that uniquely differentiates EY Managed Services across different sectors, use cases and geographies. Create a local Managed Service presence and brand, with consistent messaging and differentiated value proposition that is globally aligned but locally relevant
  • Go to market tools: Develop and maintain local APAC Managed Service collateral, whitepapers, presentations, videos, discover site, and point of view posts, to drive awareness and demand in the market (not including Solution material)
  • Product/Service: Support the launch of new solutions, including internal enablement program of work.
  • Sales and Business Development: Support Sales and Business Development teams on strategic client engagements, contribute to the pipeline creation across offerings
  • Activation and Enablement: Work with business development and product teams to enable identified channels with the right level of skills, information (technical, solution, positioning), resources (collateral etc) and tools (demo access) to identify and qualify opportunities. Work across sellers, solutioners, and Partners to create a robust community of champions who are fully educated on the value of Managed Services (and aligned offerings) and possess the tools they need to sell to their specific client base. Communicate our vision, strategy, definition and action plan to key internal stakeholders
  • Demand generation: Work with the appropriate sales and marketing teams to drive demand through support of events; sponsorships; ATL marketing and branding campaigns; point of view and thought leadership creation; social media etc. Create awareness and credibility for Managed Services across APAC.
• You will promote and support a culture of High Performing Teams, facilitating activities to enable team members to collaborate.
• You will establish and execute a communications program to inform and excite stakeholders on Managed Services, supported by insightful and meaningful reporting.
• You will be responsible for the Managed Services APAC Learning curriculum, to build Managed Service skills and capabilities within the team and across the firm.

Skills and attributes for success

• Experience either in a Pursuits, Operations, GTM or Business Development enablement role
• Experience working within the EY matrixed environment and across its member firms
• Experience working with senior leaders within BD and Service Lines on the design and execution of key enablement initiatives and growth strategies for EY
• Experience successfully collaborating with both Region and Area leadership at EY
• A commercial mindset
• Ability to turn high level, abstract ideas into a concrete plan and deliverables, and to translate complex technology and offering details into meaningful, client-focussed messaging
• Ability to synthesize data to create meaningful and actionable insight to allow the Managed Services leaders to make informed and timely decisions
• Robust project management skills
• Excellent knowledge of EY systems and processes
• Strong interpersonal skills – ability to work alongside and gain the trust and respect of a wide range of stakeholders at all levels of seniority
• A good network of contacts in EY across APAC geographies, Markets functions, other CBS functions and service lines
• Understanding of client drivers, market and industry trends to influence offering value proposition and positioning.
• Ability to excel in unstructured work environments.

To qualify for the role, you must have

• A bachelor’s degree in Business, Marketing or a related major and approximately 10 years of related work experience
• Strong knowledge of Managed Services and outsourcing concepts
• Experience in executing successful go to market initiatives
• Experience in managing a cross functional team (onshore and/or offshore) and various projects or processes to completion
• Proven solid analytical and problem-solving skills; excellent writing and communication skills
• Advanced computer skills including Microsoft Office suite and other business-related software systems

Ideally you’ll also have

• Prior experience as a consultant or client serving / business development professional

What we look for

We are interested in flexible, motivated professionals with a natural ability to lead, solve complex problems, work as part of a team, and prioritise shifting workloads. If you enjoy facing new challenges, challenging the status quo, and being part of a ‘start up’ culture that encourages teaming and creative problem solving, this role is for you.