Senior Commercialization Architect, Associate Director

Senior Commercialization Architect, Associate Director

Locations:
Dallas, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Tallahassee, Tampa, Atlanta, Indianapolis, Des Moines, Kansas City, Wichita, Louisville, New Orleans, Baltimore, Boston, Detroit, Minneapolis, St. Louis, Hoboken, Iselin, Buffalo, New York, Rochester, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Milwaukee, Washington, Chicago, Charlotte.

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The Senior Commercialization Architect leads the execution and performance improvement of the firm’s commercialization process focused on the pricing, positioning, packaging, monetization and profitability of new and reimagined products, services and solutions across the firm’s full breadth of business models including Audit, Advise, Transform, and Operate.

• 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.

• Fluent in all aspects of cost, competitor, client willingness to pay‑ and client value‑driven pricing strategies and how these come together in EY’s primary market pricing games of custom, power, choice and value, considering the consolidation/fragmentation of buyers, competitor offer intensity, and choice architecture to influence client decision making.
• Proven track record designing, modelling, shaping and structuring Top‑end audit, transformations, and managed services utilizing innovative monetization and commercialization approaches aligned with the client’s value chain.
• Robust knowledge of behavioral science such as prospect theory, loss aversion, anchoring and adjustment, cognitive load, framing, and choice architecture (options).
• Able to simplify the complex, establish credibility quickly and swiftly build trust‑based influence with senior stakeholders while navigating the availability of…