Deal Pricing Desk – Pricing Architect, Supervising Associate (1450316)

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. 

The opportunity

The Pricing and Commercial Architect role entails the development of robust financial analysis for qualified long-term managed services pursuits, deal modelling and assessment, while considering deal strategy, structuring and negotiation positions. The Pricing Architect must ensure that EY is able to understand the expected financial performance of an engagement and the implications of risks and their mitigation. The role will be based with Deal Pricing Desk, working out of Bangalore/Gurgaon/Kochi/Trivandrum, India with the intention of leading pricing for Strategic Deal pursuits across one or more areas (Americas, EMEIA, Asia Pacific). The role will also support our most important Managed Services pursuits globally and there is potential for travel internationally.

Your key responsibilities

• Lead the design of competitive pricing proposition for specific client pursuits, while achieving an appropriate EY commercial return and managing commercial risks.
• Working closely with the pursuit leader, solution architect, technology, legal and business development representatives and engaging the specialists from Tax/Technology/Legal/Service Line etc. at the right time as per deal requirements.
• Development of the Client Business Case, the EY Business Case, pricing assumptions, contractual pricing documents, addressing client concerns/requirements and mitigating EY ‘s risks.
• Presenting the client business case, the deal P&L, cash flow metrics and financial viability, and highlighting the potential risks of a deal to the EY Leadership during deal reviews.
• Understanding EY’s Managed Services costing and pricing tools, guidelines, and standard contractual commercial positions.
• Support the transfer of the pricing knowledge to delivery teams to ensure the ongoing management of the commercial aspects of contracts.
• Review the financial returns delivered by Managed Services engagements to ensure the learning is captured as engagements deliver.
• Keeping the DPD Manager in the loop as the deal progresses and mentoring new joiners as the DPD team grows over time.

Skills and attributes for success

• Strategic Planning: Identifying risk/opportunity areas and highlighting them, thinking ahead of the curve, ability to forecast outcomes to a situation & suggest appropriate solutions.
• Problem-solving: Approach to a problem with the result-oriented thought process.
• Advanced communication skills: Particularly related to the conveyance of financial implications and business impact in a clear, concise, and impactful style.
• Stakeholder management: Experience working with Business leaders/leadership groups.
• Program management: Capability to work independently to plan, structure, and execute deal activities.
• Time management: Should be able to manage time and work by prioritizing the tasks effectively.
• Attention to detail: Continually produce work of high-quality.
• Ability to work under pressure
• Flexibility: Capable of quickly understanding the needs of the business and align with changing customer expectations.
• Adaptability: Comfortable working in unstructured environments.
• Interpersonal skills: Building relationships with stakeholders/team and develop rapport.
• Teamwork: Working in Collaboration and well engaged with the team 
• Motivation and Enthusiasm: Ability to keep self and team motivated always.
• Work ethics and cultural fit: High degree of professionalism. Think beyond own perspectives, awareness of different cultures & impact on decisions.
• Tools Expertise: Advanced Knowledge and experience in Excel, PowerPoint and MS Word is a must.

To qualify for the role, you must have

• Experience of having led Managed Services pricing for clients across multiple years and number of deals, including fluency in different types of pricing arrangements and analysing contracts to identify risks and propose appropriate risk mitigation measures.
• Chartered Accountant/MBA Finance with a minimum of 3-6 years’ experience in Pricing, RFP/deal reviews, contract reviews and development of client business cases.
• Experience in value-based pricing, value-based selling with consideration to client willingness to pay and an appreciation of competitive forces.

Ideally, you’ll also have

• Experience managing pricing processes that involve cross-functional partners
• Experience developing financial models using multiple data sources.

Technologies and Tools

Advance knowledge and hands on experience in

• Excel
• PowerPoint
• Word

What we look for

• Strategic thinker and planner with the ability to solve complex problems/situations with result-oriented approach
• Ability to deliver high quality work on complex problems/situations under pressure
• Ability to communicate with clarity and directness

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