At EY, we’re all in to shape your future with confidence.
We’ll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go.
Join EY and help to build a better working world.
The Opportunity
The Commercial Architect - Pricing Lead role is a pivotal position in our firm’s commercial transformation. This role is designed to enhance our digital presence and improve customer engagement through tailored pursuit support, activation and adoption of self-help tools, and development of thought leadership. You will drive consistent pricing and commercial strategies aligned with the expected value of our services, resulting in accelerated revenue growth and margin expansion.
Your Key Responsibilities
* 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.
Skills and Attributes for Success
* 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.
Ideally, You’ll Also
* Advanced degree (Masters in Business or equivalent) with 12+ 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.
What We Look For
* Trusted Strategic Advisor: Build trust and credibility by proactively providing forward-thinking insights and guidance.
* Gold Standard Champion: Execute EY’s “gold standard” pursuit process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winning.
* Win-Win Advocate: Drive internal and external clients towards compelling and sustainable results for both the client and EY.
* Creativity and Innovation Driver: Inspire and challenge teams to differentiate EY through innovative strategies and deliverables that compel our clients to choose EY.
* Inspirational Change Agent: Invest in developing world-class talent, methods, tools, and capabilities to deliver better results, create exceptional experiences, and develop transformative leaders and teams.
What we offer you
At EY, we’ll develop you with future-focused skills and equip you with world-class experiences. We’ll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more.
Are you ready to shape your future with confidence? Apply today.
To help create an equitable and inclusive experience during the recruitment process, please inform us as soon as possible about any disability-related adjustments or accommodations you may need.
EY | Building a better working world
EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.
Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.
EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories. #J-18808-Ljbffr