Senior Commercial Architect, Associate Director

Location: Dallas, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Tallahassee, Tampa, Atlanta, Indianapolis, Des Moines, Kansas City, Wichita, Louisville, New Orleans, Baltimore, Boston, Detroit, Minneapolis, St. Louis, Hoboken, Iselin, Buffalo, New York, Rochester, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Milwaukee, Washington, Chicago, Charlotte

 

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.

 

Senior Commercial Architect, Associate Director

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

 

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 Senior 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 lead 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 Senior 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 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.

 

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, Engagement Partner, Global Client Service Partner, and the broader pursuit team, acting in a consultative manner delivering 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

• 10-12+ 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