Senior Commercialization Architect, Associate Director

Senior Commercialization Architect Associate Director

The Senior Commercialization Architect leads the execution and performance improvement of the firms commercialization process focused on the pricing positioning packaging monetization and profitability of new and reimagined products services and solutions across our firms full breath of business models including Audit Advise Transform and Operate.

Job Opportunity

Supporting the commercialization process the role builds the frameworks processes methods tools and governance to facilitate the Go-To-Market (GTM) monetization transformation from inputbased effort-driven costplus margin monetization into client valuedriven output- and outcomebased models that appropriately share in all sources of value: efficiency effectivness and enablement. The role leverages deep knowledge of productled growth (PLG) motions for digital/AI-native/tech-native/standardized products such as GBB (Good Better Best) free trial and upsell/cross-sell and salesled growth (SLG) motions for services-oriented engagements such ROI calculators and value tables when combined with historical professional services GTM motions creates new innovative market leading positioning packaging and monetization that accelerates our firms profitable growth ambitions.

Your key responsibilities

• 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

• Fluent in all aspects of cost competitor client willingness to pay- and client value-driven pricing strategies and how these come together in EYs 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 modelling shaping and structuring Top-end audit transformations and managed services utilizing innovative monetization and commercialization approaches aligned with the clients 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 modelling 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 youll also have:

• MBA or masters 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 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.