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EY · 1 day ago

Senior Deal Architect

Los Angeles, CA

Full-time

Hybrid

Senior Level, Lead/Staff, Director/Executive

$182K/yr - $350K/yr

10+ years exp

EY is a globally connected powerhouse of diverse teams that helps to build a better working world. The Senior Deal Architect - Associate Director will lead the commercialization of strategic pursuits, focusing on innovative pricing and monetization strategies to enhance the firm's growth and profitability.

AccountingAdviceBusiness IntelligenceConsultingFinancial ServicesProfessional Services

Growth Opportunities

Responsibilities

Provide leadership, oversight, and accountability from qualification to close across all pricing, financial, and commercial aspects of our largest, highest risk, most complex, strategic pursuits

Build trust-based relationships and influence decision-making across internal and client stakeholders, contributing to positive sum outcomes that unlock/expand client value, improve win rates, increase revenues, and expand margins

Quickly develop and scale the client value proposition and associated competitive price range supported with detailed solution assumptions and indicative financial implications

Shape opportunities by connecting client and competitor intelligence across the domains of positioning, pricing, monetization, solutioning, and commercials

Influence successful win strategy and offer design by bringing forward insightful, actionable, data-driven, and researched-backed perspectives on competitors' solutions, pricing, monetization, and commercial positioning

Execute the agreed-upon offer design with a differentiated pricing, monetization, and commercial strategy that is fit-for-purpose for the in-scope services

Collaborate with solution architects and domain experts to align solution design to the client response requirements

Leverage MS-Excel-based and enterprise-scale, cloud-native, AI-enabled platforms and technologies to rapidly develop, assess, refine, and iterate a given pursuit’s price position, solution design, and forecasted economics

Articulate the pursuit’s forecasted economics based on accounting standards and internal policies/guidelines

Identify, communicate, and mitigate competitive and commercial risks through proactive collaboration with Deal Lead, Lead Negotiator, Solution Architect, Legal, Risk Management, QRM, and Independence

Author client-facing documents including value estimation/articulation, pricing and commercial proposal narrative, and all pricing, financial, and associated commercial terms and conditions

Actively participate in negotiations with clients and their trusted advisors to achieve positive sum outcomes through a fair and balanced exchange of value

Document and transition financial and commercial knowledge of pursuit to account and delivery teams in support of contract management execution aligned with approved/sold financials

Qualification

Financial modelingPricing strategiesProfessional services experienceCommercialization strategiesAccounting certificationData synthesisStakeholder influenceRelationship managementCoaching skillsPersuasive writing

Required

University/Bachelor's degree or equivalent qualification

10-12 years of experience in professional services, strategy consulting, investment banking, financial planning & analysis, corporate development, SaaS/cloud commercialization, or pricing

Expert proficiency in financial modeling, accounting, budgeting, and associated metrics

A professional accounting or financial certification

Understanding of macro and microeconomic environment, geopolitics, and technology trends that affect current and potential client industries and businesses

Proven track record designing, modeling, shaping, and structuring top-end audit, transformations, and managed services utilizing innovative monetization techniques

Experience with a broad spectrum of pricing strategies applicable to professional services

Knowledge of the sources of value: efficiency, effectiveness, and enablement

Understanding of the client decision-making process and how to leverage behavioral science to influence preference

Ability to synthesize large, disparate quantities of data and observations into actionable intelligence

Ability to simplify the complex, establish credibility quickly, and swiftly build trust-based influence with senior stakeholders

Ability to collaborate effectively across a matrix organization showcasing pursuit and relationship management skills

Natural coaching skills

Comfortable facilitating pursuit team discussions

Ability to speak in large group settings

Ability to handle difficult conversations

Ability to influence without authority

Ability to write persuasively