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Senior Commercialization Architect, Associate Director
4 weeks ago
Senior Commercialization Architect, Associate DirectorAt EY, we're all in to shape your future with confidence. We'll help you succeed in a globally connected powerhouse of diverse teams and take your career wherever you want it to go. Join EY and help to build a better working world.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 breadth of business models including Audit, Advise, Transform, and Operate.Your key responsibilities include: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.Skills and attributes for success include: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, modeling, 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.To qualify for the role you must have:12+ years of experience in professional services pricing/commercials, strategy consulting, corporate development, and/or SaaS/Product commercialization.Expert proficiency in financial modeling, 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.Ideally, you'll also have: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.What we look for:Our successful Senior Commercialization Architects deliver exceptional client service by building insights ahead of the market to create innovative and compelling monetization models and commercial structures that positions our teams to win more, win bigger, win better. In support, they are follow their curiosity, naturally staying abreast of the latest trends shaping geopolitics, economics, and technology; domain specific areas such as pricing, monetization, commercialization, and negotiations; and adeptly integrate these dynamic perspectives into original, insightful, actionable guidance that are rapidly adopted and scaled, resulting in a measurable, positive impact to our market and financial performance.What we offer you:At EY, we'll develop you with future-focused skills and equip you with world-class experiences. We'll empower you in a flexible environment, and fuel you and your extraordinary talents in a diverse and inclusive culture of globally connected teams.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.Are you ready to shape your future with confidence? Apply today. EY accepts applications for this position on an ongoing basis. For those living in California, please click here for additional information. EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.
