Commercial Architect-Assistant Director

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. 

 

 

 

 

The opportunity

The Strategic Pricing And 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

• As a Commercial Architect - Assistant Director, you’ll be responsible for 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.
• You will be expected to build trust-based relationships with peers and onshore counterparts and be instrumental in influencing decision making across internal stakeholders, contributing to positive sum outcomes that unlock client value and enhance EY revenue and margin.
• You will support 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.
• You will assist 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, working across pursuit leaders, senior commercial architects, and stakeholders to achieve target.
• You will collaborate 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.
• You will be expected to articulate 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 pu