Commercial Architect

At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better, too. Join us and build an exceptional experience for yourself, and a better working world for all. 

Job Description (Shaded areas for Talent use only)

Job Title:

Assistant Director – Commercial Architect

Position Summary:

As a Pricing and Commercial Assistant Director, you’ll hold primary responsibility for providing financial and commercial leadership and pursuit support for EY’s largest, most complex and most strategic opportunities. You will help shape, negotiate, and close new business opportunities by drawing together competitive intelligence (price, solution, and commercial), client business and solution requirements, internal EY cost to serve estimates, commercial model options, pricing methodologies and negotiation strategies. You’ll lead teams in developing a competitive and compelling business case for our clients and EY, designing and executing the competitive pricing strategy and establishing the EY cost to serve while maximizing margins, mitigating risks, and articulating the value of EY’s offer to the client

Essential Functions of the Job:

As a Pricing and Commercial Assistant Director, you’ll be responsible for all aspects of competitive analysis: 

• Price – testing EY’s proposed price points against market and competitor benchmarks and client expectations.
• Solution – develop market and competitor benchmarks to differentiate EY’s solution design to drive enhanced value for the client and EY.
• Position – develop, test and refine the client evaluation process incorporating the power map and testing the client’s willingness to pay.
• Commercial – design the optimum commercial model(s) to accelerate client value at an appropriate return for EY’s risk profile.
• Additionally, you’ll lead the development of client facing financial, business and commercial documents, assist in client negotiations, and articulate the deal construct and value proposition at the highest levels within EY, to the client and to the client’s trusted advisors.  
• Leadership - Manage multiple stakeholder communities with varying levels, experiences, agenda’s and be responsible for overseeing the relationship
• People - Develop people through effectively coaching, supervision and mentoring. Conduct performance reviews and contribute to performance feedback for team members

Analytical/Decision Making Responsibilities:

• Provide exceptional client service (internal/external) across multiple pursuits/projects by consistently demonstrating the ability to prioritize critical activities to meet business needs under limited, often demanding, timelines
  Lead with curiosity and embrace a scientific-led, hypothesis-driven approach to understanding and synthesizing disparate and/or ambiguous data/intelligence/observations in establishing the recommended pricing and commercial strategy
  Promote solving challenging problems in an innovative, unique manner that unlocks new ways of working to advance pursuit, project, team and firm pricing and commercial capabilities
  Empower the team by ensuring activation and adoption of best-practice methods, tools and assets while flexing engagement approach to meet the needs of a given pursuit or project team
  Showcase empathy while collaborating across a range of social styles to build trust-based influence within the team as well as with the external stakeholders to achieve target outcomes

Leadership Responsibilities:

• Ability to execute performance standards with a high degree of independence and autonomy
  Serve as a technical subject-matter-resource (SMR), providing constructive peer review feedback for select pursuits identifying, documenting and mitigating noted risks across financial modeling, analysis and documentation
  Mentor peers and colleagues on all aspects of sales, pricing, solution and commercial strategy design, development and execution
  Support firm performance management process with open, honest and constructive performance and developmental feedback
  Provide immersive career experiences for pursuit and project team members building on their technical foundation to improve and excel in the functional domains of storytelling, presentation and influence in both oral and written communications

Knowledge and Skills Requirements:

• Collaborate effectively across a matrix organization showcasing pursuit and relationship management skills to deliver a high quality work product while navigating conflicting interests
• Proven track record designing, modelling, shaping and structuring transformational consulting, managed services, co-source, joint venture and alliance business models utilizing input-, output- and outcome-based commercial models
• Experience with a broad spectrum of pricing strategies applicable to professional services including cost-, client value-, client willingness-to-pay- and competition-driven and an assessment of pricing power in context of an individual pursuit
• incorporating competitive forces
• Understanding of macro and micro economic environment and trends that affect current and potential EY client industries and businesses – and how these impact opportunities
• Knowledge of economic value estimation modeling including inherent and relative value assessment
• Understanding of the client decision making process and how value journeys and value tables can provide insight into a client’s willingness to pay and influence the outcome
• Familiar with key behavioral economic insights such as propspect theory, loss aversion, anchoring and adjustment and choice architecture (options)
• Adept at synthesizing large quantities of data and observations from internal and external (primary, secondary and third party) sources into actionable intelligence for a broad range of stakeholders
• Able to simplify the complex, establish credibility quickly and build trust-based influence with senior stakeholders while navigating the availability of limited/ambiguous information
• Possess natural coaching skills, comfortable facilitating pursuit team discussions, speaking in large group settings, handling difficult conversations, influencing without authority and writing pursuasively
• Effective people/ team management skills

Other Requirements:

(Describe any miscellaneous functions or expectations of the job that are important to note)

• Bringing a growth mindset, demonstrating consistent set of behaviors as we aspire to be a(n):
• Gold standard champion – who executes with discipline and rigor, improving the consistency and use of leading practices in our approach to winning
• Trusted strategic advisor – who drives internal and external clients toward outcomes that deliver compelling and sustainable results for EY and our clients
• Innovation driver – who inspires and challenges teams to differentiate EY through innovative strategies, experiences and deliverables at scale – developing our commercial DNA with far reaching impact
• Inspirational change agent – who invests in developing world-class talent, methods, tools, and capabilities to deliver better results, create exceptional experiences, and develop transformative leaders and teams
• Leading by example by contributing to multiple internal initiatives and projects like company townhalls, CSR projects, mandatory learnings, improvement to knowledge capital by contributing to newsletters, white papers, articles etc.
• Compliance mindset that ensures timely completion of process and departmental hygeine requirements like time recordings, capacity tracking, documentation related to pursuit recordings (Deal in-take form), etc.
• Excellent people management and teaming skills.
• Limited to moderate travel may be required

Job Requirements:

Education:

• Bachelors degree in relevant field(s) like finance, accounting, statistics, engineering or a related field along with equivalent practical experience

Experience:

• 8-10 years of experience in professional services environment preferrable in functions like pricing and commercials, strategy consulting, financial planning & analysis, SaaS/cloud commercialization etc.
• Expert proficiency in financial modelling, accounting, budgeting and associated metrics

Certification Requirements:

Certifications covering modelling technologies offered like reporting packages (Microsoft Power BI etc), databases (SQL etc), programming (XML, JavaScript, or ETL frameworks) along with project management certifications like PMP, Agile, Scrum will hold preference. 

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