Commercial Architect

Our Markets and Business Development function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The Markets and Business Development organization shapes and drives an integrated growth strategy across EY’s largest accounts, industry sectors, solutions and services, while demonstrating and achieving market leadership through a client centric culture.

The Opportunity

As a Commercial Architect within the Strategic Pricing & Insights Group and the broader Pursuits & Commercial Excellence function, you will hold primary responsibility for providing financial, commercial, and competitive positioning leadership and support for EY’s largest, most complex, most strategic opportunities. You will help shape, negotiate, and close new business opportunities by drawing together competitive intelligence (sales, price, solution, and commercial), client business and solution requirements, internal EY cost to serve estimates, commercial model structures, pricing methodologies and negotiation strategies. You will guide teams in developing a competitive and compelling business case for our clients and EY through the design and execution of the competitive pricing strategy while establishing the EY cost to serve, seeking opportunities to maximize margins, mitigate risks, and articulate the differentiated value of EY’s offer.

Your key responsibilities

As a Commercial Architect, you will be responsible for all aspects of competitive analysis: Position – develop, test and refine the offer design including the pricing and commercial strategy to mitigate competitive risk and increase win odds; Price – balance EY’s proposed price points and value articulation against market benchmarks and expected competitor positioning; Solution – incorporate market benchmarks and competitive intelligence to increase differentiation, test client’s willingness to pay and increase value for the client and EY; Commercial – design and execute the commercial structure aligned to the client’s value metric(s) ensuring a fair return for EY’s risk profile. Additionally, you will support the development of client facing financial, business, and commercial documents, advise on client negotiations, and articulate the deal construct and value proposition in support of internal approval processes.

Skills and attributes for success
 
Thriving in a matrixed organization is essential, balancing the needs of the client against business initiatives and goals. Possessing natural coaching skills, you will inspire others with your insights and ability to create and drive differentiated value propositions in the market. You will be a trusted advisor to the Deal Lead and the broader pursuit team, acting in a consultative manner to deliver exceptional service and quality. You will be the catalyst that pulls stakeholders together to drive strategic initiatives and increase win odds while positioning profitable growth.

To qualify for the role, you must have

• 6+ years of experience in a professional services environment preferably in a function like pricing and commercials, strategy consulting, solution architecture or commercial and contract management
• Expert proficiency in financial modelling, accounting, budgeting, and associated metrics
• Proven track record designing, modelling and structuring deals utilizing various pricing strategies/commercial structures across consulting and managed services
• Strong pursuit management, relationship management, executive presence and influencing skills
• Comfortable operating with volatility, uncertainty, complexity, and ambiguity
• Effective oral and written communications
• A University/Bachelor’s Degree

Ideally, you’ll also have

• An advanced degree or MBA
• Professional accounting or financial certification
• Experience conducting market research
• Ability to travel  

What we look for

Our successful Commercial Architects 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 bigger, win better. Additionally, an entrepreneurial mindset combined with a suite of advanced analytics and accelerators positions our Commercial Architects to drive positive, lasting change far beyond custom pursuit support. 

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.