Commercialization Architect_Assistant Director

EY•Hartford, DC

3d•$121,500 - $258,100•Hybrid

About The Position

The Commercialization Architect supports the execution and continuous improvement of the firm’s commercialization process with a focus on the pricing, positioning, packaging, monetization and profitablity of new and reimagined products, services and solutions across our firm’s full breath of business models including Audit, Advise, Transform, and Operate. Supporting the commercialization process, the role contributes to established frameworks, processes, methods, tools, and governance to facilitate the Go-To-Market (GTM) monetization transformation from input‑based, effort-driven, cost‑plus margin monetization into client value‑driven, output- and outcome‑based models, that appropriately share in all sources of value: efficiency, effectivness and enablement. The role leverages a working knowledge of product‑led growth (PLG) motions for digital/AI-native/tech-native/standardized products such as GBB (Good, Better, Best), free trial, and upsell/cross-sell and sales‑led growth (SLG) motions for services-oriented engagements such ROI calculators and value tables, when combined with historical professional services GTM motions, creates new, innovative, market leading positioning, packaging and monetization that accelerates our firm’s profitable growth ambitions.

Requirements

Apply working knowledge of cost‑, competitor‑, willingness‑to‑pay‑, and value‑based pricing approaches, and how these are applied within EY pricing constructs (e.g., custom, power, choice, and value scenarios), to inform pricing and commercialization recommendations.
Experience supporting the design, modeling, and structuring of Audit, Transformation, and Managed Services offerings using practical monetization and commercialization approaches aligned to the client value chain.
Working knowledge of behavioral science concepts (e.g., loss aversion, anchoring, framing, choice architecture) and their application in commercial and pricing contexts.
Ability to simplify complex topics, establish credibility, and build trust with stakeholders while working through limited or ambiguous information.
Collaborate effectively within a matrixed organization, demonstrating strong pursuit and relationship management skills to deliver high‑quality work products while navigating competing priorities and interests.
6+ years of experience in professional services pricing/commercials, strategy consulting, corporate development and/or SaaS/Product commercialization
Proficient in financial modelling, monetization, pricing, accounting, budgeting and associated metrics
Awareness of qualitative and quantitative price setting and optimization techniques such as A/B testing, conjoint analysis, Gabor-Granger, Price Elasticity of Demand, Van Westendorp, and price laddering
University/Bachelors’ degree or equivalent qualification required

Nice To Haves

MBA or master’s degree (or equivalent qualification) in Business or related field preferred

Responsibilities

Support the execution of product and services commercialization initiatives, connecting product, monetization, pricing, and commercial models across Audit, Transformations, Managed Services, SaaS, and other relevant business models, as appropriate.
Help create clarity from ambiguity by working with limited or evolving data, identifying early leverage points in the commercialization process to support clear positioning and monetization recommendations that contribute to profitable growth.
Assist in identifying and aligning the value metric (business impact the client receives by using the product or service), the usage metric (the amount of product or service consumed by the client), and the pricing metric (how the client is invoiced, how the total price is calculated) in a way that meets the criteria of: easily definable, consistently measurable, high client demand, high expectation to pay, and high metric density
Facilitate service decomposition, breaking down complex, customized, SMR-led services into configurable, modular components with defined, standard deliverables by mapping out steps in the solution value chain (inputs, activities, outputs, and outcomes) enabling monetization model maturity assessment, selection, activation, and adoption across the business
Contribute to the development and maintenance of price lists for assigned products or services, including monetization models, pricing metrics, indicative price points, discount structures, client value tables, and associated terms, in line with established governance and approval processes.
Build effective, trust‑based working relationships across internal teams and client stakeholders, supporting decisions that improve value realization, win rates, revenue outcomes, and margin performance.