GST - Manager - Commercial Architect

Ernst & Young Advisory Services Sdn Bhd; Dadri; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

EY Global Delivery Services (GDS) in India is seeking a Commercial Architect to design the commercial proposition for qualified managed service pursuits and to develop and maintain the commercial frameworks for strategic propositions and complex managed services.

The role requires leading the design of competitive commercial terms, collaborating with pursuit leaders, legal, pricing, and risk teams, and ensuring knowledge is embedded in EY’s approach.

Qualifications

• Experience designing commercial terms for managed services.
• Ability to navigate complex outsourcing deals across teams.
• Proven track record in influencing senior stakeholders.

Responsibilities

• Lead the design of competitive commercial terms for client pursuits.
• Support qualification of complex managed services pursuits focusing on value and risk.
• Transfer commercial knowledge to EY MS delivery teams for contract management.
• Engage with legal, pricing, negotiations, risk and MS enablement to keep the architecture updated.
• Capture knowledge into EY artefacts and update commercial architecture.
• Run training programmes on commercial management for accounts and delivery teams.

Skills

Commercial expertise

Stakeholder influence

Negotiation

MS/Managed Services

Education

Post Graduate Business Degree

Chartered Accounting

Law qualifications

Job description

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, too. Join us and build an exceptional experience for yourself, and a better working world for all.

Commercial Architect, Global Managed Services

At EY GDS – a member of the global integrated service delivery center network by EY, Managed Services (MS) is a significant part of our business, comprising more than $7b in revenue with major clients across the globe. We help clients with people based, asset based & integrated solutions, leveraging our deep sector and domain expertise to deliver enhanced value to our clients.

The opportunity

Primary focus of the Commercial Architect role will be to design the commercial proposition for qualified managed service pursuits to deliver EY value and mitigate associated risks. The person will also support the development and maintenance of the commercial frameworks for strategic propositions and complex managed services in general.

Your key responsibilities

• Lead the design of competitive commercial terms for specific client pursuits – working closely with the pursuit leader, solution architect, legal, pricing, negotiations, risk, and independence.
• Support upfront qualification of complex managed services pursuits – with particular focus on the delivery of commercial value to EY whilst mitigating key risks.
• Lead the transfer of the commercial knowledge to the EY MS delivery team to ensure the ongoing management of the commercial aspects of contracts.
• Continued engagement with legal, pricing, negotiations, risk, independence and MS enablement to ensure the MS commercial architecture is up-to-date with latest positions across EY.
• Capture knowledge into EY artefacts that can be used to support MS pursuits and ensure it is embedded in EY’s overall approach – e.g. updated commercial architecture.
• Run training programmes on commercial management for account, MS enablement and delivery teams.

Skills and attributes for success

• 10+ years of progressive commercial expertise for MS and other complex and sensitive pursuits.
• Strong business and commercial acumen.
• Capable of working in a complex matrix and unstructured environments with teams geographically distributed.
• Attention to detail, and able to produce work of consistently high-quality under pressure (time & outcomes).
• A high level of drive, ability to work independently and deal effectively with ambiguity and change.
• Ability/credibility to influence key EY and client stakeholders on robust commercial strategies & outcomes – personal style, experience and approach.
• Fluency of best practice MS commercial arrangements and ability to translate these for EY pursuits.
• Broad sector experience preferred.
• Strong written and verbal communication skills for client C‑Suite and EY senior stakeholders.
• This role requires flexibility in working with various EY stakeholders across the world and in different time zones.

To qualify for the role, you must have

• Experience of large managed service/outsourcing type arrangements both in operations and sales.
• Experience on large consulting engagements in complex delivery situations, including multi-party arrangements.
• Typically, the candidates will have one of the following: Post Graduate Business Degree, Chartered Accounting, or Law qualifications.

Ideally, you’ll also have

• Strong business partnering skills – and a demonstrable experience of influencing commercial decisions with senior stakeholders.
• Ability to build compelling narratives for non-commercial or non-technical audiences.
• Able to demonstrate influence and appropriate gravitas and persuasion skills towards Partners, pursuit team and external clients.

What we look for

The ability to motivate and organise a team of experienced professionals while bringing a fresh perspective to the deal‑making process. This should be informed by experience of leading the commercial teams developing and managing commercial models on complex outsourcing deals either on supplier or client side, ideally both.

What we offer

EY Global Delivery Services (GDS) is a dynamic and truly global delivery network. We work across six locations – Argentina, China, India, the Philippines, Poland and the UK – and with teams from all EY service lines, geographies and sectors, playing a vital role in the delivery of the EY growth strategy. From accountants to coders to advisory consultants, we offer a wide variety of fulfilling career opportunities that span all business disciplines. In GDS, you will collaborate with EY teams on exciting projects and work with well‑known brands from across the globe. We’ll introduce you to an ever‑expanding ecosystem of people, learning, skills and insights that will stay with you throughout your career.

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.