EY Commercial Architect/Deal Shaper in Jefferson City, Missouri
Commercial Architect/Deal Shaper
Core Business Services
Requisition # UNI00GZJ
Post Date Jan 25, 2021
At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better. Join us and build an exceptional experience for yourself and a better working world for all.
Our Business Development function brings together business, sector and account knowledge along with EY competencies and solutions to meet unique client needs. The Business Development organization shapes and drives an integrated growth strategy across EY’s largest accounts, industry sectors, solutions and services, while demonstrating and achieving market leadership through a client centric culture.
As a Commercial Architect within the Strategic Pricing & Insights Group, you’ll hold primary responsibility for providing financial and commercial leadership and pursuit support for EY’s largest, most complex and most strategic opportunities. You will help shape, negotiate and close new business opportunities by drawing together competitive intelligence (price, solution, and commercial), client business and solution requirements, internal EY cost to serve estimates, commercial model options, pricing methodologies and negotiation strategies. You’ll lead teams in developing a competitive and compelling business case for our clients and EY, designing and executing the competitive pricing strategy amd establishing the EY cost to serve while maximizing margins, mitigating risks, and articulating the value of EY’s offer(ing) to the client.
Your key responsibilities
As an Commercial Architect, you’ll be responsible for all aspects of competitive analysis: Price – testing EY’s proposed price points against market and competitor benchmarks and client expectations; Solution – develop market and competitor benchmarks to differentiate EY’s solution design to drive enhanced value for the client and EY; Position – develop, test and refine the client evaluation process incorporating the power map and testing the client’s willingness to pay; Commercial – design the optimum commercial model(s) to accelerate client value at an appropriate return for EY’s risk profile. Additionally, you’ll lead the development of client facing financial, business and commercial documents, assist in client negotiations, 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’ll inspire others with your insights to drive differentiated value propositions in the market. You’ll be a trusted advisor to the Pursuit Leader and the proposal team, acting in a consultative manner. You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and increase win odds while positioning increased revenues and margin expansion.
To qualify for the role, you must have
• 10-12+ years of experience as a financial analyst in professional services
• Expert proficiency in financial modelling, accounting, budgeting and associated metrics
• Proven track record designing, modelling and structuring deals utilizing various commercial models across consulting and managed services
• Strong pursuit management, relationship management, executive presence and influencing skills
• Effective oral (virtual/in-person) and written communications
• High proficiency at collaborating, managing conflicting interests and dealing with ambiguity
• A University/Bachelor’s Degree
Ideally, you’ll also have
• An advanced degree or MBA
• Professional accounting or financial certification
• Experience conducting market research
• Ability to travel
What we look for
Our successful 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 better. Additionally, an entrepreneurial mindset combined with a suite of advanced analytics and accelerators positions our Commercial Architects to drive positive, lasting change far beyond bespoke pursuit support.
What working at EY offers
We offer a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business. In addition, our Total Rewards package includes medical and dental coverage, both pension and 401(k) plans, a minimum of 18 days of paid time off with additional time based on your level and years of service plus 12 observed holidays, and a range of programs and benefits designed to support your physical, financial and social well-being.
As a global leader in assurance, tax, transaction and consulting services, we hire and develop the most passionate people in their field to help build a better working world. This starts with a culture that believes in giving you the training, opportunities and creative freedom to make things better. So that whenever you join, however long you stay, the exceptional EY experience lasts a lifetime.
If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible.
Join us in building a better working world. Apply now.
EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.