Commercial Architect, Experienced Senior Manager

At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better, too. Join us and build an exceptional experience for yourself, and a better working world for all.

Managed Services is a critical component of the EY Vision 2020+ strategy and a new area of growth for the firm. GMS is already a $4.5 Billion business (FY19), a target of $5 Billion in FY20 and has plans to grow in excess of $10 Billion over the next few years. In order to meet this strategic objective, we are undertaking a change in our operating model to enable our Areas (Americas, EMEIA, APAC) to have the right team for Managed Services pursuits.

The Opportunity

Primary focus of the Commercial Architect role will be to design the commercial proposition for qualified managed service pursuits to deliver EY value and mitigate associated risks. The person will also support the development and maintenance of the commercial frameworks for strategic propositions and complex managed services in general

Your Key Responsibilities:

• Lead the design of competitive commercial terms for specific client pursuits – working closely with the pursuit leader, solution architect, legal, pricing, negotiations, risk, and independence.
• Lead commercial negotiations and contract negotiation with the Pursuit Lead and Engagement Partner for large MS deals.
• Lead the design of specific priority managed services offerings with a particular focus on the commercial terms needed to deliver a competitive client proposition, achieve an appropriate EY commercial return, and manage key risks.
• Support upfront qualification of complex managed services pursuits – with particular focus on the delivery of commercial value to EY whilst mitigating key risks.
• The commercial design will include development of proposed commercial terms, contractual documents, addressing client concerns/requirements and mitigating EY risks.
• Lead the transfer of the commercial knowledge to the EY MS delivery team to ensure the ongoing management of the commercial aspects of contracts.
• Continued engagement with legal, pricing, negotiations, risk, independence and MS enablement to ensure the MS commercial architecture is up-to-date with latest positions across EY
• Capture knowledge into EY artefacts that can be used to support MS pursuits and ensure it is embedded in EY’s overall approach– eg updated commercial architecture
• Run training programmes on commercial management for account, MS enablement and delivery teams
• Lead the recruitment and development of solution talent into the MS Enablement team

The job title does not define or limit your duties and you may be required to carry out other work within your abilities from time to time on request

Skills and attributes for success

• Strong business and commercial acumen,

• Proven senior commercial expertise for MS and other complex and sensitive pursuits – EY and/or external
• Led the negotiation of significant MS arrangements – EY and/or external.
• Capable of leading teams in a complex matrix and unstructured environments with teams geographically distributed
• Attention to detail, and able to produce work of consistently high-quality under pressure (time & outcomes)
• A high level of drive, ability to work independently and deal effectively with ambiguity and change
• Ability/credibility to influence key EY and client stakeholders on robust commercial strategies & outcomes - personal style, experience and approach
• Fluency of best practice MS commercial arrangements and ability to translate these for EY pursuits
• Broad sector experience preferred
• Strong written and verbal communication skills for client C-Suite and EY senior stakeholders

To qualify for the role, you must have

• Typically, the candidates will have one of the following, Post Graduate Business Degree, Chartered Accounting, or Law qualifications
• 10+ years of experience

Ideally, you’ll also have

• Strong business partnering skills – and a demonstrable experience of influencing commercial decisions with senior stakeholders
• Ability to build compelling narratives for non-commercial or non-technical audiences.
• Able to demonstrate influence and appropriate gravitas and persuasion skills towards Partners, pursuit team and external clients

What working at EY offers

• Support and coaching from engaging colleagues
• Opportunities to develop new skills and progress your career
• The freedom and flexibility to handle your role in a way that’s right for you

If you can demonstrate that you meet the criteria above, please contact us as soon as possible.

The exceptional EY experience. It’s yours to build.

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