Note: The job is a remote job and is open to candidates in USA. EY is a globally connected powerhouse of diverse teams aiming to build a better working world. The Senior Commercial Architect role focuses on improving customer engagement and driving consistent pricing and commercial strategies for complex strategic pursuits, ultimately leading to revenue growth and margin expansion.
Responsibilities
Provide leadership, oversight, and accountability from qualification to close across all pricing, financial, and commercial aspects of risk and strategic pursuits. This includes the monetization approach and associated commercial terms and conditions
Build trust-based relationships and influence decision-making across internal and client stakeholders, contributing to positive outcomes that unlock client value and enhance EY revenue and margin
Shape opportunities by integrating client and competitor intelligence, value estimates, and innovative commercial structures to create compelling proposals that align with the client’s willingness to pay
Collaborate with solution architects and domain experts to align solution design to client response requirements, estimate the forecasted cost-to-serve, integrate costing guidance and standards, and document assumptions concisely
Leverage advanced analytics, dashboards, and tools to rapidly develop, test, and refine a pursuit’s pricing strategy, positioning, and offer design
Identify, communicate, and manage competitive and commercial risks through proactive collaboration with various stakeholders
Skills
Leadership and Oversight: Provide leadership, oversight, and accountability from qualification to close across all pricing, financial, and commercial aspects of risk and strategic pursuits. This includes the monetization approach and associated commercial terms and conditions
Building Relationships: Build trust-based relationships and influence decision-making across internal and client stakeholders, contributing to positive outcomes that unlock client value and enhance EY revenue and margin
Shaping Opportunities: Shape opportunities by integrating client and competitor intelligence, value estimates, and innovative commercial structures to create compelling proposals that align with the client's willingness to pay
Collaboration: Collaborate with solution architects and domain experts to align solution design to client response requirements, estimate the forecasted cost-to-serve, integrate costing guidance and standards, and document assumptions concisely
Advanced Analytics: Leverage advanced analytics, dashboards, and tools to rapidly develop, test, and refine a pursuit's pricing strategy, positioning, and offer design
Risk Management: Identify, communicate, and manage competitive and commercial risks through proactive collaboration with various stakeholders
Economic Understanding: Deep understanding of macro and microeconomic environments and trends that affect current and potential EY client industries and businesses
Proven Track Record: Demonstrated success in designing, modeling, shaping, and structuring transformational consulting, managed services, co-source, joint venture, and alliance business models
Pricing Strategies: Experience with various pricing strategies applicable to professional services, including cost-, client value-, client willingness-to-pay-, and competition-driven assessments
Value Estimation: Knowledge of economic value estimation modeling, including inherent and relative value assessment
Client Decision Making: Understanding of the client decision-making process and how value journeys and value tables can provide insight into a client's willingness to pay
Behavioral Economics: Familiarity with key behavioral economic insights such as prospect theory, loss aversion, anchoring and adjustment, and choice architecture
Advanced degree (Masters in Business or equivalent) with 10+ years of experience in professional services, strategy consulting, investment banking, financial planning & analysis, corporate development, SaaS/cloud commercialization, or pricing
Expert proficiency in financial modeling, accounting, budgeting, and associated metrics
Benefits
Medical and dental coverage
Pension and 401(k) plans
A wide range of paid time off options
Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year.
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.
Company Overview
EY is building a better working world by creating new value for clients, people, society, the planet, while building trust in the capital markets. It was founded in 1989, and is headquartered in London, England, GBR, with a workforce of 10001+ employees. Its website is http://www.ey.com.