Senior Commercial Architect - Associate Director - Ey Global Delivery Services (Buenos Aires)
- Buenos Aires
- Permanente
- Tiempo completo
- and project-based pursuits spanning transformational consulting, managed service, co-source, joint venture and alliance business models, driving consistent pricing and commercial strategies aligned with the expected value of our services resulting in accelerated revenue growth and margin expansion. Leveraging a robust set of sales, price, solution, and commercial benchmarks and analytics, CAs quickly build trust-based influence with account, pursuit, solution and service line leaders, gaining agreement on the strategy and execution of the monetization and commercialization of the in scope services, solutions and/or products. In the deal shaping phase, CAs test the solution design for alignment with expected value, the client’s willingness to pay, internal return on investment expectations and potential competitor tactics. CAs co-create the negotiations strategy, advise on tactics and response options and when warranted execute negotiations with a fair, balanced, and appropriate exchange of value orientation. Beyond tailored pursuit support, CAs embrace a growth-mindset, creating immersive career experiences and professional growth opportunities for members of their teams and originate and develop pricing, positioning and commercial education and thought leadership for consumption by the firm, resulting in a measurable, positive impact to our commercial performance.**Your key responsibilities**
- Provide leadership, oversight and accountability from qualification to close across all pricing, financial and commercial aspects of the largest, highest risk, most complex, strategic pursuits including the monetization approach and associated commercial terms and conditions across the full spectrum of potential business models and commercial arrangements
- Build trust-based relationships and influence decision making across internal and client stakeholders contributing to positive sum outcomes that unlock client value and enhance EY revenue and margin
- Shape opportunities by drawing together client and competitor intelligence (across the domains of sales, price, solution, and commercials), the value estimates (inherent and relative) of the proposed solution and innovative commercial structures to create a clear, compelling proposal that aligns with the client’s willingness to pay
- Influence successful win strategy by providing researched perspectives about competitor solution, pricing and commercial positioning to derive a pricing strategy based on perceived differentiation, working across pursuit leaders and stakeholders to achieve target
- Collaborate with solution architects and domain experts to align solution design to client response requirements, estimate the forecasted cost-to-serve of products, solutions, services and transactions, integrate costing guidance and standards, and document assumptions in a concise format for deal shaping analysis, optimization, and iteration in support of key pursuit milestones
- Leverage advanced analytics, dashboards, web
- and MS-Excel-based tools bringing together external observations, proposed pursuit solution design, modelled pursuit economics and historical internal peer group performance to rapidly develop, test and refine a pursuit’s pricing strategy, positioning and offer design
- Articulate the pursuit’s forecasted economics based on accounting standards and internal policies/guidelines; the competitive, commercial and financial risks of the proposed win/pricing strategy; the integrated risk mitigation strategies; and the likely financial success and alignment of the pursuit with long term strategic plans, ensuring a compelling ROI for EY and our clients
- Identify, communicate and manage competitive and commercial risks through proactive collaboration with Deal Leader/Manager, Lead Negotiator, Solution Architect, Legal, Risk Management, QRM and Independence
- Design and execute compelling commercial propositions that support our win strategy, are aligned with the client value drivers, minimizes our risk exposure and delivers the targeted return
- Author client facing documents including value estimation, value articulation and pricing proposal narrative; pricing and commercial assumptions; MS-Excel-based price/solution templates; and all pricing, financial and associated commercial terms and conditions including applicable sections of the Statement of Work (SOW) to position a holist
Kit Empleo