Senior Commercialization Architect, Associate Director (GTM)

EY; Minneapolis (MN); Hybrid; USD 182,000 - 350,000; Full time

Benefits offered by this job

Hybrid work model

Total Rewards package includes medical

Pension and 401(k) plans

Flexible vacation policy

Job summary

EY in the United States is seeking a Senior Commercialization Architect, Associate Director to lead the Go-To-Market monetization transformation across service lines. The role leverages PLG motions for digital/AI-native products and combines with traditional SLG approaches to accelerate profitable growth.

You’ll define monetization models, price lists, and governance, collaborating across a matrix organization while addressing client value and outcomes. Hybrid work with global teams offered.

Qualifications

• 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.

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

Education

Bachelor's degree or equivalent

MBA or master’s degree preferred

Job description

EY in the United States is seeking a Senior Commercialization Architect, Associate Director to lead the Go-To-Market monetization transformation across service lines. The role leverages PLG motions for digital/AI-native products and combines with traditional SLG approaches to accelerate profitable growth.

You’ll define monetization models, price lists, and governance, collaborating across a matrix organization while addressing client value and outcomes. Hybrid work with global teams offered.