Commercial Architect - Pricing Lead

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The Lead Commercial Architect ("LCA") is a senior role within the Area Strategic Pricing team. The role is an ambassador of the firm's pricing and commercial transformation, exemplified through world-class, differentiated commercial advice on pursuits, architecture and activation of self-help tools, and development of thought leadership to accelerate a value-led pricing and commercial culture. The role engages in cross-service line pursuits spanning commercial frameworks, transformational consulting, managed service, co-source, joint venture and alliance business models, driving consistent pricing and commercial strategies aligned with the expected value of our services resulting in enhanced client preference, increased win rates, accelerated revenue growth and expanded margins.

Leveraging a robust, market leading set of sales, solution, price and commercial benchmarks, insights and analytics, the LCA swiftly builds trust-based influence with account, pursuit, solution, service line, sector and industry group leaders, securing agreement on the optimal pricing and positioning strategy and implementation approach including the monetization and commercialization of the in-scope services, solutions and/or products. Iteratively and collaboratively, the LCA assesses the solution design for alignment with expected client value, the competitive frames of reference, and our margin expectations. The LCA is responsible for the commercial structuring (and deal shaping) strategy, advises on client procurement tactics, guides our response, and collaborates with the lead negotiator to negotiate price and commercial matters with the client in a fair, balanced, mutually beneficial exchange of value orientation.

Throughout the pursuit lifecycle the LCA is consistently recognized for their ability to adeptly lead the complete, end-to-end price and commercial strategy and its execution, by simplifying the complex, crisply articulating the key considerations, bringing forward thoughtful recommendations that secure industry group, sector, service line and account leadership trust and support. Through deeply influential and trusted relationships across the EY Global Network, the LCA is consistently called upon to engage in client conversations, on pricing and commercial matters, fostering with our clients a collaborative growth environment. The LCA is recognized for their ability to navigate challenging, difficult discussions with empathy, clarity of purpose and an unrelenting focus on achieving mutually beneficial outcomes. The resulting client interactions enhance our differentiated EY brand positioning, building client and account team trust and set the foundation for profitable client account growth.

Beyond their significant account/pursuit impacts, the LCA consistently engages across the Global EY Network to improve overall firm performance with a direct, visible, high-impact role working with Senior Partners and leadership. This work may encompass (1) the ideation, development, activation and delivery of learning and performance initiatives including eLearnings, webinars, virtual instructor lead and in-person sessions that amplify and drive adoption of pricing and commercial behaviors, resulting in improved pricing, margin and win rate performance, (2) the ideation, development, activation and adoption of innovative technology and platforms that simplify and improve the outputs of the positioning, solutioning, costing and pricing process which directly enhances firm financial performance, upskills the practitioner, and unlocks additional time for higher value, client focused work, and/or (3) serving as a Global/Area Service Line Subject Matter Resource pulling thru as appropriate (1) and (2) while authoring and delivering innovative thought leadership content across the positioning, pricing and commercial spectrum to accelerate achievement of the associated initiative(s).

Consistently demonstrating a growth-mindset, the LCA actively creates immersive career experiences and professional growth opportunities for their colleagues and team members by amplifying curiosity, encouraging exploration, and advocating for continuous learning and performance which fuels intrinsic motivation and high levels of engagement. Fostering a culture of psychological safety and radical candor, the LCA appropriately stretches the challenge skills gap of those they work with, recognizing individual and team growth often comes from unexpected challenges that are met and navigated with care. Holding themselves, their colleagues and their team members to consistently high standards of performance, the LCA leads in making a positive, lasting, measurable, outsized impact on our market and financial performance.

Essential functions:

• Provide leadership, oversight and accountability from qualification to close across all pricing, financial and commercial aspects of our largest, highest risk, most complex, strategic pursuits including the monetization approach and associated commercial terms and conditions across the full spectrum of potential business models.
• Build trust-based relationships and influence decision making across internal and client stakeholders contributing to positive sum outcomes that unlock client value and enhance EY revenue and margin.
• Shape opportunities by drawing together client and competitor intelligence (across the domains of sales, price, solution, and commercials), the client value estimates (inherent and relative) of the proposed solution and innovative commercial structures to create a clear, compelling proposal that aligns with the client's willingness to pay.
• Influence the pursuit's win strategy by providing insightful, actionable, researched perspectives about competitor solution, price and commercial positioning to develop a compelling pricing strategy incorporating perceived differentiation and expected value, working across pursuit leaders and stakeholders to achieve target offering design and outcome.
• Collaborate with solution architects and domain experts to align solution design to client response requirements, rigorously estimate the forecasted cost-to-serve of products, solutions, services and transactions, integrate firm costing guidance and risk mitigation standards, and document assumptions in a clear, concise format for analysis, iteration, and optimization in support of key pursuit milestones.
• Leverage advanced analytics, dashboards, web- and MS-Excel-based tools bringing together external observations, proposed pursuit solution design, modeled pursuit economics and historical internal peer group performance to rapidly develop, test and refine a pursuit's pricing strategy, positioning and offer design.
• Articulate the pursuit's forecasted economics based on accounting standards and internal policies/guidelines; the competitive, commercial and financial risks of the proposed win/pricing strategy; the integrated risk mitigation strategies; and the likely financial success and alignment of the pursuit with long term strategic plans, ensuring a compelling ROI for EY and our clients.
• Lead the identification, communication and mitigation of competitive and commercial risks through proactive collaboration with Deal Lead/Manager, Lead Negotiator, Solution Architect, Legal, Risk Management, QRM and Independence, Account Team and Industry Group/Sector/Service Line leadership.
• Design and execute compelling commercial propositions that support our win strategy, are aligned with the client value drivers, minimizes our risk exposure and delivers the targeted return.
• Author client facing documents including value estimation, value articulation and pricing proposal narrative; pricing and commercial assumptions; MS-Excel-based price/solution templates; and all pricing, financial and associated commercial terms and conditions including applicable sections of the Statement of Work (SOW) to position a holistic, risk-mitigated, compelling proposition.
• Lead negotiations on pricing and related commercial matters with client and their trusted advisors while collaborating closely with the Deal Lead, Lead Negotiator, Global Client Service Partner, and Engagement Partner, and others as appropriate, to achieve mutually beneficial, positive sum outcomes.
• Document and transition financial and commercial knowledge of pursuit to account and delivery teams in support of contract management execution aligned with approved/sold financials minimizing value leakage during delivery.
• Curate market and competitive intelligence across primary, secondary and third-party research channels into an integrated ecosystem of sales, price, solution and commercial benchmarks positioning supported and self-enabled pursuits to price with conviction, confident in our differentiated value, resulting in profitable growth.
• Significantly contribute to performance improvement, knowledge capital and thought leadership projects such as SaaS-, Web-, SQL- and MS-Excel-based tools, recurring newsletters, immersive sites, articles, presentations and trainings to accelerate our commercial transformation to a value-led pricing culture.
• Proactively engage Market, Industry Group, Sector, and Service Line leaders to improve market and financial performance by bringing forward unique, actionable insights, intelligence, projects and programs.

Analytical/Decision Making Responsibilities:

• Lead with curiosity and embrace a scientific-led . click apply for full job details