Lead the pricing strategy: Collaborate with pursuit teams and stakeholders to prepare business cases, design commercial structures, analyze proposed solutions, create fit-for-purpose charging models, optimize deal positioning and value proposition, and develop client facing proposals and presentations.
Build trust-based relationship with leadership: Provide actionable insights that enable EY leadership to make pricing and commercial decisions that create superior returns for EY by understanding the total value creation of an opportunity and identifying client’s willingness-to-pay.
Monetize the value of EY’s differentiated solution, mitigating commercial risks: Design and execute innovative pricing and commercial models (e.g., outcome-based, risk-reward, consumption-based) incorporating behavioral economics techniques to accelerate client value while safeguarding EY’s margin and risk exposure.
Execute financial modelling and commercial structuring activities: Use applications such as Microsoft Excel and EY’s pricing and analytics tools to create financial structures and model forecasted economics based on accounting standards and internal policies / guidelines.
Shape pursuit, integrating solution intelligence and EY gold standards: Collaborate with solution architects to test the solution design for alignment with expected value, client's willingness to pay, and internal ROI expectations.
Validate solution estimates against typical market approaches to identify sources of differentiated value and/or optimize them for competitiveness.
Refine the pricing strategy aligned with the differentiated value of our solution: Develop detailed price-to-win assessments to refine price positioning strategy leveraging market benchmarks, macro and micro economic indicators, knowledge of client pain points and objectives, and competitor intelligence.
Synthesize sales, price and solution insights into actionable intelligence: Collaborate with competitive intelligence, analytics, and other internal teams to perform research and refine the pursuit’s pricing strategy, positioning and offer design to help build compelling proposals.
Showcase pursuit experience to build intelligence and optimize win odds: Bring forward relevant insights and ideas from pursuit experience, knowledge of service lines and sectors, research and network connections on a consistent basis.
Active contributor to negotiations and client communications: Lead development of client-facing financial and commercial documents, assist in high-stakes negotiations, and articulate deal constructs and value propositions to engagement partners and pursuit leaders to support securing of strategic agreements and to strengthen client relationships.
Drive commercial transformation through training and facilitation: Contribute to thought leadership activities for development of pricing and commercial acumen within the organization.
Develop collateral, assets and white papers for spreading commercial knowledge outside of the function.
Adept at team building: Mentor and coach team members to enhance performance.

Requirements

Graduate in relevant field(s) like finance, accounting, statistics, engineering or a related field along with equivalent practical experience.
MBA and / or certifications covering financial knowledge (CFA, CMA, CPA) would carry significant advantages.
At least 6 years of relevant experience in professional services, preferably in functions like pricing and commercials, Price-to-Win, strategy consulting, financial planning & analysis, SaaS/cloud commercialization etc.
Advanced excel knowledge with expert proficiency in financial modelling, accounting, budgeting and associated metrics.
English language fluency (oral and written).
Experience in solution architecture or design is highly desirable and will be an added advantage.

Benefits

Competitive salary
Flexible working hours
Professional development opportunities
Health insurance
Paid time off

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

financial modellingcommercial structuringpricing strategyaccounting standardsbudgetingdata analysisbehavioral economicsprice-to-win assessmentsforecastingsolution architecture

Soft skills

collaborationcommunicationnegotiationmentoringteam buildingtrust-buildingactionable insightsthought leadershipclient relationship managementproblem-solving

Certifications

MBACFACMACPA