Senior Commercialization Architect — Growth & Monetization Leader

EY; San Francisco (CA); Hybrid; USD 182,000 - 350,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

EY seeks a Senior Commercialization Architect to lead the monetization and pricing of products and services, aligning value with client outcomes to accelerate profitable growth across audit, transformations and managed services. You’ll shape frameworks, pricing models, and go-to-market monetization strategies for a broad portfolio.

You’ll leverage deep pricing knowledge, behavioral economics, and cross-functional influence to drive pricing decisions, win rates, and revenue growth while

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

Skills

Pricing strategies

Monetization

Value-based pricing

Education

Bachelor's degree

MBA (preferred)

Job description

EY seeks a Senior Commercialization Architect to lead the monetization and pricing of products and services, aligning value with client outcomes to accelerate profitable growth across audit, transformations and managed services. You’ll shape frameworks, pricing models, and go-to-market monetization strategies for a broad portfolio.

You’ll leverage deep pricing knowledge, behavioral economics, and cross-functional influence to drive pricing decisions, win rates, and revenue growth while