Senior Commercialization Architect — Growth & Value Leader

EY; Des Moines (IA); Hybrid; USD 182,000 - 350,000; Full time

Benefits offered by this job

Hybrid work model

Total Rewards

Paid time off

Job summary

EY seeks a Senior Commercialization Architect to lead the monetization, pricing and go-to-market transformations across Audit, Advise, Transform, and Operate. You will shape pricing strategy and monetization models for services and products, aligning value metrics, usage metrics and pricing to maximize client value and EY profitability.

You will build modular monetization frameworks, craft price lists, and influence senior stakeholders while navigating complex data and ambiguous information.

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 strategy

Monetization

Commercial modeling

Stakeholder influence

Pricing governance

Education

Bachelor's degree

Tools

Excel

Job description

EY seeks a Senior Commercialization Architect to lead the monetization, pricing and go-to-market transformations across Audit, Advise, Transform, and Operate. You will shape pricing strategy and monetization models for services and products, aligning value metrics, usage metrics and pricing to maximize client value and EY profitability.

You will build modular monetization frameworks, craft price lists, and influence senior stakeholders while navigating complex data and ambiguous information.