דרושים Senior Commercial Architect ב-Ey ב-Japan, Chiyoda

Your Key Responsibilities

As a Senior Deal Specialist, you will be responsible for:

• Managing the execution of the pursuit process, including critical path, timeline, and interdependencies.
• Assessing competitive situations and helping develop differentiated win strategies focused on client priorities while protecting our firm's interests.
• Developing power maps and tactics to navigate client buying processes.
• Providing guidance to the extended pursuit team through structured sales approaches and proposal development.
• Collaborating with the pursuit team to define, package, and articulate compelling client offers across scope, solution, price, and terms.
• Planning storylines and key messages, and preparing the extended team for orals.
  

Skills and Attributes for Success
To succeed in this role, you should possess:

• 5+ years of relevant experience in pursuits, business development, marketing or project management, preferably in a professional services environment and have already supported a minimum of 7 complex deals.
• Proven communications and proposal writing experience.
• Excellent project management and organizational skills with high attention to detail and the ability to manage multiple workstreams simultaneously.
• Strong written and verbal communication skills – Business level Japanese and English.
• Good understanding of pursuits for technology implementation such as SAP S4 Hana, ServiceNow and Microsoft.
• Good understanding of pursuits which include Managed Services, Outsourcing and Cloud Technology solutions.
• The ability to influence and direct others effectively.
• Self-motivation, resourcefulness, and the ability to work independently with limited supervision.
• A strong understanding of the business development and/or pursuit environment.
• Understanding of fundamental deal commercial and negotiation principles.
• Executive presence and gravitas.
  

What We Look For

We are looking for individuals who:

• Demonstrate deal acumen and are conversant in key principles of pricing for value, deal commercials, and negotiations.
• Exhibit versatility and poise in a constantly evolving environment with a wide variety of social styles and interests.
• Are solution-oriented and make sound recommendations and decisions.
• Champion best-practice pursuit tools and processes while remaining open to new and better ways of doing things when appropriate.
• Build collaborative relationships
• Share lessons learned, best practices, and innovations from pursuits and other experiences with teammates and the broader community.
  

Your Key Responsibilities

• Leadership and Oversight: Provide leadership, oversight, and accountability from qualification to close across all pricing, financial, and commercial aspects of risk and strategic pursuits. This includes the monetization approach and associated commercial terms and conditions.
• Building Relationships: Build trust-based relationships and influence decision-making across internal and client stakeholders, contributing to positive outcomes that unlock client value and enhance EY revenue and margin.
• Shaping Opportunities: Shape opportunities by integrating client and competitor intelligence, value estimates, and innovative commercial structures to create compelling proposals that align with the client’s willingness to pay.
• Collaboration: Collaborate with solution architects and domain experts to align solution design to client response requirements, estimate the forecasted cost-to-serve, integrate costing guidance and standards, and document assumptions concisely.
• Advanced Analytics: Leverage advanced analytics, dashboards, and tools to rapidly develop, test, and refine a pursuit’s pricing strategy, positioning, and offer design.
• Risk Management: Identify, communicate, and manage competitive and commercial risks through proactive collaboration with various stakeholders.
  

Skills and Attributes for Success

• Economic Understanding: Deep understanding of macro and microeconomic environments and trends that affect current and potential EY client industries and businesses.
• Proven Track Record: Demonstrated success in designing, modeling, shaping, and structuring transformational consulting, managed services, co-source, joint venture, and alliance business models.
• Pricing Strategies: Experience with various pricing strategies applicable to professional services, including cost-, client value-, client willingness-to-pay-, and competition-driven assessments.
• Value Estimation: Knowledge of economic value estimation modeling, including inherent and relative value assessment.
• Client Decision Making: Understanding of the client decision-making process and how value journeys and value tables can provide insight into a client’s willingness to pay.
• Behavioral Economics: Familiarity with key behavioral economic insights such as prospect theory, loss aversion, anchoring and adjustment, and choice architecture.

Ideally, You’ll Also

• Advanced degree (Masters in Business or equivalent) with 10+ 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.
• Should possess Business-Level English Communication Skills

What We Look For

• Trusted Strategic Advisor: Build trust and credibility by proactively providing forward-thinking insights and guidance.
• Gold Standard Champion: Execute EY’s “gold standard” pursuit process with discipline and expertise to improve consistency and use of leading practices in EY’s approach to winning.
• Win-Win Advocate: Drive internal and external clients towards compelling and sustainable results for both the client and EY.
• Creativity and Innovation Driver: Inspire and challenge teams to differentiate EY through innovative strategies and deliverables that compel our clients to choose EY.
  

What we offer

As part of this role, you'll work in a highly integrated, global team with the opportunity and tools to grow, develop and drive your career forward. Here, you can combine global opportunity with flexible working. The EY benefits package goes above and beyond too, focusing on your physical, emotional, financial and social well-being. Your recruiter can talk to you about the benefits available in your country. Here’s a snapshot of what we offer:

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.

• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.

• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.

• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.

Acknowledgement of Country

Apply now… we’re over 9,000 perspectives in Australia and we’re ready to welcome yours.

At EY we take inclusivity seriously, and we’re committed to removing barriers and improving the employment prospects of people with disability or long-term health conditions. We encourage you to share any support and adjustments you need to be your best and participate equitably in our recruitment process. We understand sharing your needs with us can be daunting, so if you have questions before or during your application, we welcome you to get in touch at or +61 3 8650 7788 (option 2). Anything you tell us will be kept completely confidential.

Please apply to this role only through the ‘Apply’ link (not through the local office).