Commercial Architect

Discipline

Strategic Pricing and Insights

Role Type

Commercial Architect - Assistant Director

Role Rank

Assistant Director

Current Rank CS

63

The opportunity

The Strategic Pricing & Insights (SPI) group leads our firm's commercial transformation, optimizing our price-to-value ratio for opportunities, architecting differentiated commercial structures, and integrating market and competitor intelligence into our messaging to enhance win odds and expand margins. We are part of the Pursuits & Commercial Excellence team.

As a Commercial Architect - Assistant Director within the Pricing & Contract Management team aligned to the Strategic Pricing and Insights Group based out of GDS, you'll support all aspects of firm's commercial transformation through tailored pursuit support, activation of self-enabled tools and development of thought leadership to accelerate a value-focused pricing and commercial culture. You will work closely with Onshore Senior Managers / Assistant Directors engaging in cross service line rate- and project-based pursuits spanning transformational consulting, managed service, co-source, joint venture and alliance business models, driving consistent pricing and commercial strategies aligned with the expected value of our services resulting in accelerated revenue growth and margin expansion. Leveraging a robust set of sales, price, solution, and commercial benchmarks and analytics, you'll work towards building a trust-based influence with account, pursuit, solution and service line leaders, facilitating agreement on the strategy and execution of the monetization and commercialization of the in-scope services, solutions and/or products. In the deal shaping phase, you'll support in testing the solution design for alignment with expected value, client's willingness to pay, internal return on investment expectations and potential competitor tactics. Beyond tailored pursuit support, you will be expected to embrace a growth mindset, actively seeking to improve your pricing and commercial acumen through learning and development, positioning and commercial education and thought leadership for consumption by the firm, resulting in a measurable and positive impact to our commercial performance.

Your key responsibilities

• Providing support from "qualification to close" across all pricing, financial and commercial aspects of the largest, highest risk, most complex, strategic pursuits including the monetization approach and associated commercial terms and conditions across the full spectrum of potential business models and commercial arrangements.
• Building trust-based relationships with peers and onshore counterparts and influencing decision making across internal stakeholders, contributing to positive sum outcomes that unlock client value and enhance EY revenue and margin.
• Supporting activities that help draw together client and competitor intelligence (across the domains of sales, price, solution, and commercials), the value estimates (inherent and relative) of the proposed solution and innovative commercial structures to support the development of a clear, compelling proposal that aligns with the client's willingness to pay.
• Assisting in bringing forward researched perspectives about competitor solution, pricing, and commercial positioning to be utilized as part of the win strategy to support a pricing strategy based on perceived differentiation.
• Collaborating with solution architects and domain experts to align solution design to client response requirements, estimate the forecasted cost-to-serve of products, solutions, services, and transactions, integrate costing guidance and standards, and document assumptions in a concise format for deal shaping analysis, optimization, and iteration in support of key pursuit milestones.
• Articulating the pursuit's forecasted economics based on accounting standards and internal policies/guidelines; the competitive, commercial, and financial risks of the proposed win/pricing strategy; the integrated risk mitigation strategies; and the likely financial success and alignment of the pursuit with long term strategic plans, ensuring a compelling ROI for EY and our clients.
• Supporting activities to curate market and competitive intelligence across primary, secondary, and third-party research channels into an integrated ecosystem of sales, price, solution, and commercial benchmarks positioning supported and self-enabled pursuits to price with conviction.
• Contributing to performance improvement, knowledge capital and thought leadership projects such as SaaS-, Web- and MS-Excel-based tools, recurring newsletters, immersive sites, articles, presentations, and trainings to accelerate our commercial transformation to a value-based pricing culture.

Skills and attributes for success

• Ability to execute performance standards with a high degree of independence and autonomy.
• Thriving in a matrixed organization, balancing the needs of the client against business initiatives and goals.
• Possessing natural coaching skills to inspire others with insights to drive differentiated value propositions.
• Ability to be a trusted advisor who collaborates with internal teams as well as external stakeholders to work toward outcomes that deliver compelling and sustainable results.
• Being a value advocate, moving beyond pricing execution, building trust-based influence through storytelling and experience-led perspectives.
• Aspiring to build a good understanding of macro and micro economic environment and trends that affect current and potential EY client industries and businesses.
• Possessing a good understanding of commercial models and the ability to assist in design, model, shape and structure transformational consulting, managed services, co-source, joint venture and alliance business models.
• Ability to simplify the complex, establish credibility quickly and build trust-based influence with stakeholders.

To qualify for the role, you must have

• 5 - 8+ years of experience in professional services environment preferably in functions like pricing and commercials, strategy consulting, solution strategy and commercial management.
• Master's degree in relevant field(s) like finance, accounting, statistics, or equivalent practical experience.
• Expert proficiency in financial modelling, accounting, budgeting, and associated metrics.

Ideally, you'll also have

• Strong pursuit management, relationship management, executive presence and influencing skills.
• Strong communication, facilitation, relationship-building, presentation, and negotiation skills.
• High proficiency at collaborating, managing conflicting interests and dealing with ambiguity.
• Being highly flexible, adaptable, and creative.
• Strong leadership skills and supervisory responsibility.
• Ability to travel.

Technologies and Tools

Advance knowledge and hands on experience in

• Excel
• PowerPoint
• Word

What we look for

• Our successful Commercial Architect - Assistant Director will deliver exceptional client service by building insights ahead of the market to create innovative and compelling commercial structures that position teams to win more, win better.
• One who inspires and challenges teams to differentiate EY through innovative strategies, experiences, and deliverables at scale.
• One who executes with discipline and rigor, improving the consistency and use of leading practices in our approach to winning.