EY
Senior Commercialization Architect, Associate Director
EY, Washington, District of Columbia, us, 20022
Senior Commercialization Architect, Associate Director
We’re all in to shape your future with confidence.
The Senior Commercialization Architect leads the execution and performance improvement of EY’s commercialization process focused on pricing, positioning, packaging, monetization and profitability of new and reimagined products, services and solutions across Audit, Advise, Transform, and Operate.
Key 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) so that each metric is 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) to enable 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 increase win rate.
Build trust‑based relationships and influence decision‑making across internal and client stakeholders to unlock and expand client value, improve EY win rates, increase EY revenues and expand EY margins.
Skills & Attributes for Success
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 using innovative monetization and commercialization approaches aligned with the client’s value chain.
Robust knowledge of behavioural science such as prospect theory, loss aversion, anchoring and adjustment, cognitive load, framing, and choice architecture (options).
Ability to simplify the complex, establish credibility quickly and build trust‑based influence with senior stakeholders while navigating limited or ambiguous information.
Collaboration skills across a matrix organization, showcasing pursuit and relationship management to deliver a high‑quality work product while navigating conflicting interests.
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 optimisation techniques such as A/B testing, conjoint analysis, Gabor‑Granger, Price Elasticity of Demand, Van Westendorp, and price laddering.
University/Bachelor’s degree or equivalent qualification required.
(Ideal) MBA or master’s degree in Business or related field preferred.
(Ideal) Flexible hours and moderate travel required to meet client needs across time zones.
What We Look For Our Senior Commercialization Architects deliver exceptional client service by building insights ahead of the market to create innovative and compelling monetization models and commercial structures that position our teams to win more, win bigger, win better. They stay curious, stay abreast of emerging trends, integrate dynamic perspectives, and translate these into actionable guidance that scales and produces measurable impact.
What We Offer
Comprehensive compensation and benefits package with a base salary range for all U.S. locations of $181,800 to $350,000 (adjusted for specific metros). Total rewards include medical, dental, pension, 401(k), and paid time off options.
Hybrid model: most external, client‑serving roles work together in person 40‑60% of the time over engagements.
Flexible vacation policy; you choose how much time off you need, along with EY paid holidays, seasonal breaks, and personal/family care leave.
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, in accordance with applicable law.
EY is committed to providing reasonable accommodation to qualified individuals with disabilities, including veterans with disabilities. If you need assistance applying online or require an accommodation during any part of the application process, please call 1‑800‑EY‑HELP3, select Option 2 for candidate related inquiries, then Option 1 for candidate queries, finally Option 2 for candidates with an inquiry, or email TSS at ssc.customersupport@ey.com.
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The Senior Commercialization Architect leads the execution and performance improvement of EY’s commercialization process focused on pricing, positioning, packaging, monetization and profitability of new and reimagined products, services and solutions across Audit, Advise, Transform, and Operate.
Key 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) so that each metric is 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) to enable 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 increase win rate.
Build trust‑based relationships and influence decision‑making across internal and client stakeholders to unlock and expand client value, improve EY win rates, increase EY revenues and expand EY margins.
Skills & Attributes for Success
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 using innovative monetization and commercialization approaches aligned with the client’s value chain.
Robust knowledge of behavioural science such as prospect theory, loss aversion, anchoring and adjustment, cognitive load, framing, and choice architecture (options).
Ability to simplify the complex, establish credibility quickly and build trust‑based influence with senior stakeholders while navigating limited or ambiguous information.
Collaboration skills across a matrix organization, showcasing pursuit and relationship management to deliver a high‑quality work product while navigating conflicting interests.
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 optimisation techniques such as A/B testing, conjoint analysis, Gabor‑Granger, Price Elasticity of Demand, Van Westendorp, and price laddering.
University/Bachelor’s degree or equivalent qualification required.
(Ideal) MBA or master’s degree in Business or related field preferred.
(Ideal) Flexible hours and moderate travel required to meet client needs across time zones.
What We Look For Our Senior Commercialization Architects deliver exceptional client service by building insights ahead of the market to create innovative and compelling monetization models and commercial structures that position our teams to win more, win bigger, win better. They stay curious, stay abreast of emerging trends, integrate dynamic perspectives, and translate these into actionable guidance that scales and produces measurable impact.
What We Offer
Comprehensive compensation and benefits package with a base salary range for all U.S. locations of $181,800 to $350,000 (adjusted for specific metros). Total rewards include medical, dental, pension, 401(k), and paid time off options.
Hybrid model: most external, client‑serving roles work together in person 40‑60% of the time over engagements.
Flexible vacation policy; you choose how much time off you need, along with EY paid holidays, seasonal breaks, and personal/family care leave.
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, in accordance with applicable law.
EY is committed to providing reasonable accommodation to qualified individuals with disabilities, including veterans with disabilities. If you need assistance applying online or require an accommodation during any part of the application process, please call 1‑800‑EY‑HELP3, select Option 2 for candidate related inquiries, then Option 1 for candidate queries, finally Option 2 for candidates with an inquiry, or email TSS at ssc.customersupport@ey.com.
#J-18808-Ljbffr