Senior Commercial Architect_Associate Director

EY; Houston (TX); Hybrid; USD 181,800 - 350,000; Full time

Benefits offered by this job

Medical benefits

Pension plan

401(k)

Paid time off

Job summary

EY is seeking a Senior Commercial Architect to drive pricing and commercial strategy across the most complex pursuits, accelerating revenue growth and margin expansion. You will lead qualification through close, shaping proposals and term structures with client stakeholders.

You will collaborate with solution architects, leverage analytics to test pricing, and manage commercial risks. A deep understanding of professional services economics and value-based pricing is essential for success at EY.

Qualifications

• Experience designing and structuring transformational consulting and related business models.
• Experience with pricing strategies for professional services.
• Knowledge of economic value estimation modeling.
• Understanding client decision-making and willingness-to-pay insights.
• Familiarity with behavioral economics concepts.

Responsibilities

• Provide leadership across pricing, financial, and commercial aspects of pursuits.
• Build relationships across internal and client stakeholders.
• Shape opportunities by integrating client and competitor intelligence and value estimates.
• Collaborate with solution architects to align design with client needs.
• Leverage analytics to develop and refine pursuit pricing strategy.
• Identify and manage competitive and commercial risks.

Skills

Pricing strategy

Financial modeling

Stakeholder management

Commercial operations

Client value estimation

Education

Master's degree in Business or equivalent

Tools

Analytics dashboards

Job description

Location: Anywhere in Country

Overview

The Senior Commercial Architect role is a key position in EY’s commercial transformation. This role is designed to improve customer engagement through tailored pursuit support, encourage activation and adoption of practitioner self-help tools, and develop thought leadership. You will drive consistent pricing and commercial strategies for the largest, highest risk and most complex strategic pursuits aligned with the expected value of our services, resulting in accelerated revenue growth and margin expansion.

Key Responsibilities

• Provide leadership, oversight, and accountability from qualification to close across all pricing, financial, and commercial aspects of risk and strategic pursuits, including the monetization approach and associated commercial terms and conditions.
• Build trust-based relationships and influence decision-making across internal and client stakeholders, contributing to positive outcomes that unlock client value and enhance EY revenue and margin.
• Shape opportunities by integrating client and competitor intelligence, value estimates, and innovative commercial structures to create compelling proposals that align with the client’s willingness to pay.
• Collaborate with solution architects and domain experts to align solution design to client response requirements, estimate the forecasted cost-to-serve, integrate costing guidance and standards, and document assumptions concisely.
• Leverage advanced analytics, dashboards, and tools to rapidly develop, test, and refine a pursuit’s pricing strategy, positioning, and offer design.
• Identify, communicate, and manage competitive and commercial risks through proactive collaboration with various stakeholders.

Skills & Attributes for Success

• Deep understanding of macro and microeconomic environments and trends that affect current and potential EY client industries and businesses.
• Demonstrated success in designing, modeling, shaping, and structuring transformational consulting, managed services, co‑source, joint venture, and alliance business models.
• Experience with various pricing strategies applicable to professional services, including cost‑, client value‑, client willingness‑to‑pay‑, and competition‑driven assessments.
• Knowledge of economic value estimation modeling, including inherent and relative value assessment.
• Understanding of the client decision‑making process and how value journeys and value tables can provide insight into a client’s willingness to pay.
• Familiarity with key behavioral economic insights such as prospect theory, loss aversion, anchoring and adjustment, and choice architecture.

Ideally, You’ll Also Have

• Advanced degree (Masters in Business or equivalent) with 10+ years of experience in professional services, strategy consulting, investment banking, financial planning & analysis, corporate development, SaaS/cloud commercialization, or pricing.
• Expert proficiency in financial modeling, accounting, budgeting, and associated metrics.

What We Look For

• Build trust and credibility by proactively providing forward‑thinking insights and guidance.
• Execute EY’s “gold standard” pursuit process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winning.
• Drive internal and external clients towards compelling and sustainable results for both the client and EY.
• Inspire and challenge teams to differentiate EY through innovative strategies and deliverables that compel our clients to choose EY.

What We Offer You

• A comprehensive compensation and benefits package, including a base salary range of $181,800 to $350,000 (US) and additional ranges for certain metro areas; plus medical, dental, pension, 401(k), and paid time‑off options.
• A hybrid model that expects most external client‑serving roles to work in person 40‑60% of the time, with flexible vacation and holiday policies tailored to individual circumstances.

Equal Employment Opportunity

EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. EY is committed to providing reasonable accommodation to qualified individuals with disabilities.