Senior Commercial Architect

The Opportunity

The Senior Commercial Architect role is a key position in EY’s commercial transformation. This role is designed to improve customer engagement through tailored pursuit support, encourage activation and adoption of practitioner self-help tools, and development of thought leadership. You will drive consistent pricing and commercial strategies for the largest, highest risk and most complex strategic pursuits 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 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.

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.

• 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.