Senior Deal Architect - 1 year contract

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

Are you ready to take on a leading role in the commercialization of our firm's most strategic, complex, and innovative opportunities? As a Senior Deal Architect, you will engage in cross-Service Line, cross-Region pursuits spanning top-end audit, transformation, and managed services. You will execute innovative positioning, pricing, monetization, and commercialization strategies aligned with the differentiated value of our services. Your contributions will deliver improved win rates, increased revenues, and expanded margins, ultimately accelerating our firm's profitable growth ambitions.

Your Key Responsibilities

• Provide leadership, oversight, and accountability from qualification to close across all pricing, financial, and commercial aspects of our largest, highest risk, most complex, strategic pursuits.
  
• Build trust-based relationships and influence decision-making across internal and client stakeholders, contributing to positive sum outcomes that unlock/expand client value, improve win rates, increase revenues, and expand margins.
  
• Quickly develop and scale the client value proposition and associated competitive price range supported with detailed solution assumptions and indicative financial implications.
  
• Shape opportunities by connecting client and competitor intelligence across the domains of positioning, pricing, monetization, solutioning, and commercials.
  
• Influence successful win strategy and offer design by bringing forward insightful, actionable, data-driven, and researched-backed perspectives on competitors' solutions, pricing, monetization, and commercial positioning.
  
• Execute the agreed-upon offer design with a differentiated pricing, monetization, and commercial strategy that is fit-for-purpose for the in-scope services.
  
• Collaborate with solution architects and domain experts to align solution design to the client response requirements.
  
• Leverage MS-Excel-based and enterprise-scale, cloud-native, AI-enabled platforms and technologies to rapidly develop, assess, refine, and iterate a given pursuit’s price position, solution design, and forecasted economics.
  
• Articulate the pursuit’s forecasted economics based on accounting standards and internal policies/guidelines.
  
• Identify, communicate, and mitigate competitive and commercial risks through proactive collaboration with Deal Lead, Lead Negotiator, Solution Architect, Legal, Risk Management, QRM, and Independence.
  
• Author client-facing documents including value estimation/articulation, pricing and commercial proposal narrative, and all pricing, financial, and associated commercial terms and conditions.
  
• Actively participate in negotiations with clients and their trusted advisors to achieve positive sum outcomes through a fair and balanced exchange of value.
  
• Document and transition financial and commercial knowledge of pursuit to account and delivery teams in support of contract management execution aligned with approved/sold financials.
  

Skills and Attributes for Success

• Understanding of macro and microeconomic environment, geopolitics, and technology trends that affect current and potential client industries and businesses is essential.
• You should have a proven track record designing, modeling, shaping, and structuring top-end audit, transformations, and managed services utilizing innovative monetization techniques.
• Experience with a broad spectrum of pricing strategies applicable to professional services is required.
• Knowledge of the sources of value: efficiency, effectiveness, and enablement is crucial.
• You should understand the client decision-making process and how to leverage behavioral science to influence preference.
• You should be adept at synthesizing large, disparate quantities of data and observations into actionable intelligence.
• The ability to simplify the complex, establish credibility quickly, and swiftly build trust-based influence with senior stakeholders is necessary.
• You should be able to collaborate effectively across a matrix organization showcasing pursuit and relationship management skills.
• Possessing natural coaching skills, being comfortable facilitating pursuit team discussions, speaking in large group settings, handling difficult conversations, influencing without authority, and writing persuasively are all important attributes.
  

What We Look For

We are looking for candidates with a University/Bachelor’s degree or equivalent qualification. An MBA or Master’s degree (or equivalent qualification) in Business or related field is preferred. You should have 10-12 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 is required. A professional accounting or financial certification is necessary. 

What we offer you 

At EY, we’ll fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams. Learn more. 

• Career development: At EY, your career is yours to shape! We’ll develop you with future-focused skills and equip you with world-class experiences ey.com/au/careerdevelopment 

• Flexible work arrangements: Our flexible work policies empower you to balance your professional and personal life, fostering a culture of trust and autonomy.  

• A comprehensive benefits package: From a yearly wellness incentive, to access to additional 8 weeks of flex leave per year, and family-friendly policies, including 26 weeks of gender-neutral paid parental leave, we cater to your diverse needs to help you thrive both personally and professionally www.ey.com/au/benefits      

• Salary: We offer a competitive salary which is open to negotiation pending on skills and experience. 

Acknowledgement of Country 

EY acknowledges the Traditional Owners and Custodians of the lands on which EY offices are located around Australia. We pay our respects to their cultures, and to their Elders — past, present, and emerging. Find out more about our vision for reconciliation at ey.com/en_au/careers/indigenous 

Diversity, equity, and inclusiveness (DE&I) are core to who we are, how we work and how we live our values. We encourage applications from people of all ages, nationalities, abilities, cultures, sexual orientations, and gender identities and are committed to providing an equitable and barrier free recruitment experience for all. We encourage you to share any support and adjustments you need to be your best and participate equitably in our recruitment process. We understand sharing your needs with us can be daunting, so if you have questions before or during your application, we welcome you to get in touch at contactrecruitment@au.ey.com or +61 3 8650 7788 (option 2). Anything you tell us will be kept completely confidential. 

Are you ready to shape your future with confidence? Apply today. 

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.