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
- Expert proficiency in financial modelling, accounting, budgeting, and associated metrics
- Proven track record designing, modelling and structuring deals utilizing various pricing strategies/commercial structures across consulting and managed services
- Strong pursuit management, relationship management, executive presence and influencing skills
- High proficiency at collaborating, managing conflicting interests and dealing with volatility, uncertainty, complexity, and ambiguity
- Highly effective oral and written communications
- A University/Bachelor’s Degree
- Ideally, you’ll also have
- An advanced degree or MBA
- Professional accounting or financial certification
- Experience conducting market research
- Experience as a people manager
- Ability to travel
What we look for
Our successful Senior Commercial Architects deliver exceptional client service by building insights ahead of the market to create innovative and compelling commercial structures that position teams to win more, win bigger, win better. Additionally, an entrepreneurial mindset combined with a suite of advanced analytics and accelerators positions our Senior Commercial Architects to drive transformative, lasting change that goes beyond custom pursuit support and touches our full diverse portfolio.
What we offer
The compensation ranges below are provided in order to comply with United States pay transparency laws. Other geographies will follow their local salary guidelines, which may not be a direct conversion of published US salary range/s . 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 salary range for this job in most geographic locations in the US is $181,800 to $350,000. The 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. 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.
- Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
- Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
- Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
- Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.
If you can demonstrate that you meet the criteria above, please contact us as soon as possible.
