Senior Commercial Architect_Associate Director

EY•Hartford, DC

3d•$181,800 - $397,700•Hybrid

About The Position

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.

Requirements

Deep understanding of macro and microeconomic environments and trends that affect current and potential EY client industries and businesses.
Demonstrated success in designing, modeling, shaping, and structuring transformational consulting, managed services, co-source, joint venture, and alliance business models.
Experience with various pricing strategies applicable to professional services, including cost-, client value-, client willingness-to-pay-, and competition-driven assessments.
Knowledge of economic value estimation modeling, including inherent and relative value assessment.
Understanding of the client decision-making process and how value journeys and value tables can provide insight into a client’s willingness to pay.
Familiarity with key behavioral economic insights such as prospect theory, loss aversion, anchoring and adjustment, and choice architecture.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
Leverage advanced analytics, dashboards, and tools to rapidly develop, test, and refine a pursuit’s pricing strategy, positioning, and offer design.
Identify, communicate, and manage competitive and commercial risks through proactive collaboration with various stakeholders.