Senior Commercialization Architect, Associate Director

Ernst & Young LLP•Dallas, TX

29d•Hybrid

About The Position

The Senior Commercialization Architect leads the execution and performance improvement of the firm's commercialization process focused on the pricing, positioning, packaging, monetization and profitability of new and reimagined products, services and solutions across our firm's full breath of business models including Audit, Advise, Transform, and Operate. Job Opportunity Supporting the commercialization process, the role builds the frameworks, processes, methods, tools, and governance to facilitate the Go-To-Market (GTM) monetization transformation from inputâbased, effort-driven, costâplus margin monetization into client valueâdriven, output- and outcomeâbased models, that appropriately share in all sources of value: efficiency, effectivness and enablement. The role leverages deep knowledge of productâled growth (PLG) motions for digital/AI-native/tech-native/standardized products such as GBB (Good, Better, Best), free trial, and upsell/cross-sell and salesâled growth (SLG) motions for services-oriented engagements such as 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

Fluent in all aspects of cost, competitor, client willingness to pay- and client value-driven pricing strategies and how these come together in EY's primary market pricing games of custom, power, choice and value, considering the consolidation/fragmentation of buyers, competitor offer intensity, and choice architecture to influence client decision making
Proven track record designing, modelling, shaping and structuring Top-end audit, transformations, and managed services utilizing innovative monetization and commercialization approaches aligned with the client's value chain
Robust knowledge of behavioral science such as prospect theory, loss aversion, anchoring and adjustment, cognitive load, framing, and choice architecture (options)
Able to simplify the complex, establish credibility quickly and swiftly build trust-based influence with senior stakeholders while navigating the availability of limited/ambiguous information
Collaborate effectively across a matrix organization showcasing pursuit and relationship management skills to deliver a high-quality work product while navigating conflicting interests
12+ years of experience in professional services pricing/commercials, strategy consulting, corporate development and/or SaaS/Product commercialization
Expert proficiency in financial modelling, monetization, pricing, accounting, budgeting and associated metrics
Knowledge 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
As the job involves responding to clients' needs and varying time zones, flexible hours are regularly required
Limited to moderate travel will be required

Responsibilities

Provide leadership, execution and accountability of the product and service commercialization factory including connecting the product, monetization, pricing and commercial models across Top End Audit, Transformations, Managed Services, and other business models, as needed.
Create clarity from ambiguity, working with minimal data and available information, uncover leverage point(s) early in the commercialization process to swiftly identify, position, and monetize client value in support of accelerating profitable growth (increased revenue, expanded margins, improved win rates)
Identify and align 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
Define, iterate, and refine the price list for an assigned set of products/services including the monetization model, monetization metric(s), price point(s), structured/sales discounts and incentives, client value tables, associated terms and conditions, and other related items, to increase price realization, reduce discounting/margin leakage, and increasing win rate
Build trust-based relationships and influence decision making across internal and client stakeholders contributing to positive sum outcomes that unlock/expand client value, improve EY win rates, increase EY revenues and expand EY margins

Benefits

We offer a comprehensive compensation and benefits package where you'll be rewarded based on your performance and recognized for the value you bring to the business.
The base salary range for this job in all geographic locations in the US is $181,800 to $350,000.
The base salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $218,200 to $397,700.
Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography.
In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
Join us in our team-led and leader-enabled hybrid model.
Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year.
Under our flexible vacation policy, you'll decide how much vacation time you need based on your own personal circumstances.
You'll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

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