GMx-MS Pricing and Commercial Architect-Manager

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Job Title: MS Pricing & Commercial Architect Manager

The opportunity

The objective of the role is to enable and facilitate EY in winning profitable Managed Service business through the development of appropriate pricing strategies and the creation of robust commercial and financial cases that drive optimal outcomes for both the client and EY.

The role includes the development of people, capability, reusable tools and pricing assets, and the embedding of commercial best practice, processes, knowledge and behaviours within the firm.

Your key responsibilities

• As a Pricing Architect, you’ll be responsible for providing support from “qualification to close” across all pricing, financial and commercial aspects of the 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 and commercial arrangements.

• You will be expected to build trust-based relationships with peers and onshore counterparts and be instrumental in influencing decision making across internal stakeholders, contributing to positive sum outcomes that unlock client value and enhance EY revenue and margin.

• You will support activities that help draw together client and competitor intelligence (across the domains of sales, price, solution, and commercials ), the value estimates (inherent and relative) of the proposed solution and innovative commercial structures to support the development of a clear, compelling proposal that aligns with the client’s willingness to pay.

• You will assist in bringing forward researched perspectives about competitor solution, pricing, and commercial positioning to be utilized as part of the win strategy to support a pricing strategy based on perceived differentiation, working across pursuit leaders, senior commercial architects, and stakeholders to achieve target.

• You will collaborate with solution architects and domain experts to align solution design to client response requirements, estimate the forecasted cost-to-serve of products, solutions, services, and transactions, integrate costing guidance and standards, and document assumptions in a concise format for deal shaping analysis, optimization, and iteration in support of key pursuit milestones.

• You will be expected to 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.
• As part of data quality improvement process, you will be expected to support activities to 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 increased win odds and profitable growth.
• Support upfront qualification of complex MS pursuits - with particular focus on testing both parties' value proposition and designing the pricing approach for the pursuit.
• The pricing architect's contribution will include any/all of costing the solution components, development of the Client Business Case, the EY Business Case, a pricing response, contractual pricing schedules and documents, addressing client concerns/requirements and mitigating EY risks.
• Present the pursuit's EY business cases for internal approvals and may be required to interact with the client to develop and present the client's Business Case.
• Stakeholder Management is an extremely important aspect of the role.

Skills and attributes for success

• Strong business partnering skills - and a demonstrable experience of influencing commercial decisions at a senior level, through robust and persuasive analysis
• Complex data/financial modelling and ability to build compelling narratives for non-financial or non-technical audiences.
• High level of drive and ability to work independently and under pressure
• Flexibility in working with various EY stakeholders across the world and in different time zones.

To qualify for the role, you must have

• 8+ years of experience of having worked on Managed Services pricing for clients in EY and/or other organisations, fluency in alternate fee arrangements.
• Strong written and verbal communication skills
• Strong presentation, and client service skills
• Comfortable with presenting to senior stakeholders
• Demonstrate strong organization skills, with capability to work independently to plan structure, and execute pursuit activities

Ideally, you’ll also have

• MBA/Chartered Accountant in finance or related field
• Accountancy/financial qualification or equivalent experience with financial reporting, accounting practices and presentation of financial information
• Experience of the full lifecycle from opportunity identification through the sales process, contracting and the delivery of projects within a services organisation
• Managing the delivery of commercially complex and sensitive projects

Technologies and Tools

• Advance knowledge and hands on experience in Excel
• PowerPoint
• Word

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