דרושים Cloud Solutions Architect Smart Analytics Google Cloud ב-United States

Your key responsibilities

• Strategic direction: produce and document technology strategy primarily for the Domain Lead's security technology domain
  
• Thought leadership: provide security and business thought leadership at an enterprise level
  
• Process mapping and design: lead the mapping and design of business capabilities to current and future-state business processes technology solutions, and associated data architectures & models, ensuring alignment with GRC & IRM objectives
  
• Analytical assessment: conduct thorough analyses of existing processes to identify inefficiencies, challenges, and opportunities, providing actionable recommendations
  
• Stakeholder collaboration: drive engagement with key stakeholders across the organization to facilitate discussions, gather requirements, and ensure business needs are met in business architectures and implementations
  
• Risk integration: integrate risk management principles into business processes, ensuring that risk considerations are embedded in decision-making and operational practices
  
• Governance framework development: establish and maintain governance frameworks that define process ownership, accountability, and compliance requirements
  
• Change management support: design processes that facilitate user adoption and provide input for training and communication strategies
  
• Data management oversight: ensure that business processes are supported by accurate and relevant data, collaborating with IT and data management teams to integrate necessary systems
  
• Documentation standards: develop and enforce documentation standards, templates, and modeling conventions to ensure consistency and clarity in process representation
  
• Performance metrics definition: define and implement key performance indicators (KPIs) and metrics to measure process performance, maturity, and effectiveness, using data to drive continuous improvement
  
• Cross-functional leadership: lead cross-functional teams to ensure end-to-end business capability and process alignment, fostering collaboration and integration across various business units and functions
  
• Team Development: lead data and security architects through coaching, mentoring, and course correction
  

Skills and attributes for success

• Experience initiating new ideas and leading architectural activities
  
• Process mapping and design: ability to create detailed process maps and design future-state processes that align with organizational objectives
  
• Analytical thinking: strong analytical skills to identify inefficiencies, challenges, and opportunities for improvement within existing processes
  
• Stakeholder engagement: excellent communication and interpersonal skills to collaborate with various stakeholders, including business leaders, analysts, and technology teams
  
• Risk management knowledge: understanding of risk management principles and frameworks to effectively integrate risk considerations into business processes
  
• Governance framework development: experience in establishing governance frameworks and process ownership to ensure accountability and compliance
  
• Change management: skills in change management to support the adoption of new processes and ensure smooth transitions within the organization
  
• Data integration and management: knowledge of data architectures, data science, and data integration techniques & systems to ensure that processes are supported by accurate and relevant data
  
• Documentation and standards: proficiency in developing documentation standards, templates, and modeling conventions for consistent process representation
  
• Performance measurement: ability to define and implement metrics to measure process performance, maturity, and effectiveness
  
• Cross-functional collaboration: experience working across various business units and functions to ensure end-to-end process alignment and integration
  
• Ability to identify opportunities for cybersecurity transformation or enhancements
  
• 16+ years of experience in the Information Technology field
  
• 8+ years of architecture or technology leadership experience, including enterprise and business architecture
  
• 4+ years of experience working with business process and capability mapping
  
• 4+ years of experience working with data and AI strategy
  
• A Bachelor's degree in Business Administration, Information Systems, or a related field; a Master's degree is a plus
  
• Proven experience in business architecture, process design, and risk management, preferably within a GRC context
  
• Strong leadership skills with the ability to influence and drive change across the organization
  

Ideally, you’ll also have

• Security certifications such as CISSP or CISM
  
• TOGAF and/or SABSA architecture framework
  
• SANS Certifications including GSEC, ECSA, ECSP
  

What we look for

• Passion for making a difference
  
• Strong soft skills, with the ability to understand and integrate cultural diversity and work with cross-cultural and cross-organizational teams
  
• Deep technical acumen and critical thinking skills demonstrating an analytical and systematic approach to problem-solving
  
• Experience working in a global virtual environment
  
• Excellent written and verbal communication skills, including preparation and delivery of presentations
  
• Good judgment, tact, and decision-making ability for delivering practical architectures
  
• Ability to deal with ambiguity and change, exercising appropriate time management to meet objectives
  
• Ability to collaborate with team members and executive stakeholders, as well as work autonomously
  

Senior Commercialization Architect, Associate Director

Supporting the commercialization process, the role builds the frameworks, processes, methods, tools, and governance to facilitate the Go-To-Market (GTM) monetization transformation from input‑based, effort-driven, cost‑plus margin monetization into client value‑driven, output- and outcome‑based models, that appropriately share in all sources of value: efficiency, effectivness and enablement. The role leverages deep knowledge of product‑led growth (PLG) motions for digital/AI-native/tech-native/standardized products such as GBB (Good, Better, Best), free trial, and upsell/cross-sell and sales‑led growth (SLG) motions for services-oriented engagements such ROI calculators and value tables, when combined with historical professional services GTM motions, creates new, innovative, market leading positioning, packaging and monetization that accelerates our firm’s profitable growth ambitions.

Your key responsibilities

• Provide leadership, execution and accountability of the product and service commercialization factory including connecting the product, monetization, pricing and commercial models across Top End Audit, Transformations, Managed Services, and other business models, as needed.
• Create clarity from ambiguity, working with minimal data and available information, uncover leverage point(s) early in the commercialization process to swiftly identify, position, and monetize client value in support of accelerating profitable growth (increased revenue, expanded margins, improved win rates)
• Identify and align the value metric (business impact the client receives by using the product or service), the usage metric (the amount of product or service consumed by the client), and the pricing metric (how the client is invoiced, how the total price is calculated) in a way that meets the criteria of: easily definable, consistently measurable, high client demand, high expectation to pay, and high metric density
• Facilitate service decomposition, breaking down complex, customized, SMR-led services into configurable, modular components with defined, standard deliverables by mapping out steps in the solution value chain (inputs, activities, outputs, and outcomes) enabling monetization model maturity assessment, selection, activation, and adoption across the business
• Define, iterate, and refine the price list for an assigned set of products/services including the monetization model, monetization metric(s), price point(s), structured/sales discounts and incentives, client value tables, associated terms and conditions, and other related items, to increase price realization, reduce discounting/margin leakage, and increasing win rate
• Build trust-based relationships and influence decision making across internal and client stakeholders contributing to positive sum outcomes that unlock/expand client value, improve EY win rates, increase EY revenues and expand EY margins

Skills and attributes for success

• Fluent in all aspects of cost, competitor, client willingness to pay- and client value-driven pricing strategies and how these come together in EY’s primary market pricing games of custom, power, choice and value, considering the consolidation/fragmentation of buyers, competitor offer intensity, and choice architecture to influence client decision making
• Proven track record designing, modelling, shaping and structuring Top-end audit, transformations, and managed services utilizing innovative monetization and commercialization approaches aligned with the client’s value chain
• Robust knowledge of behavioral science such as prospect theory, loss aversion, anchoring and adjustment, cognitive load, framing, and choice architecture (options)
• Able to simplify the complex, establish credibility quickly and swiftly build trust-based influence with senior stakeholders while navigating the availability of limited/ambiguous information
• Collaborate effectively across a matrix organization showcasing pursuit and relationship management skills to deliver a high-quality work product while navigating conflicting interests

To qualify for the role you must have

• 12+ years of experience in professional services pricing/commercials, strategy consulting, corporate development and/or SaaS/Product commercialization
• Expert proficiency in financial modelling, monetization, pricing, accounting, budgeting and associated metrics
• Knowledge of qualitative and quantitative price setting and optimization techniques such as A/B testing, conjoint analysis, Gabor-Granger, Price Elasticity of Demand, Van Westendorp, and price laddering
• University/Bachelors’ degree or equivalent qualification required

Ideally, you’ll also have:

• MBA or master’s degree (or equivalent qualification) in Business or related field preferred
• As the job involves responding to clients' needs and varying time zones, flexible hours are regularly required
• Limited to moderate travel will be required

Your key responsibilities

• Client Interaction: As a trusted advisor, you will harvest requirements from the client and translate these into a solution that meets the objectives and principles agreed with the client. You will be part of a pursuit team and lead the technology aspect of it. You will be leveraging your technical knowledge, experience & deep understanding of both – project scope & EY’s technology (focus: SAP-build technology) capabilities/products. You are a technical leader, serving as a liaison among business partners, delivery leadership and pursuit stakeholders.
• Pursuit shaping: This is critical role in the architecture & solution design lifecycle cutting along the pursuit lifecycle. As a Technology Presales Architect, you are a technical leaders with strong understanding of technology and ability to apply it to drive business outcomes. You will provide guidance for the solution & pursuit definition, presales thought leadership, ascertain technical delivery possibilities & costs involved for the top critical business solution implementations - based on various available EY Technology products, tools & processes.
• Technology Presales development by working with a wide variety of internal stakeholders, namely Product Owners (SAP Technology Officers and Product Managers), Business Owners (in the Service Lines), EY SAP Delivery Teams and GDS (Global Delivery Services). The Technology Presales Architect is involved in envisioning, design and development of the pursuit design and response, with a broad focus around EY’s SAP delivery and technology capabilities for the enterprise, industry, platform and solutions. Any identified technology gaps will be addressed through established channels such as available Innovation and product capabilities.

Essential Functions of the Job:

• Presales / Pursuit Architecture & Solutioning for mid to large scale pursuits
• Provide thought leadership of a Technology Presales Architect with the service line pursuit /business teams during deal development, pursuit & close phases.
• Having deep understanding of SAP Technology and EY’s SAP drivers, products, tools & processes to stitch the right solution that delivers value add for the client
• Establish Presales standards, guidelines and procedures to overall increase the success rate of client pursuits for EY overall (and the EY SAP alliance particularly)
• Hands on in creating E2E solution architecture with an alignment with overall EA and IT Roadmap of specific clients.
• Shape RFP responses and bring in incisive insights from Tech experience.
• Bringing the outside in approach, ensure an objective analysis and provide actionable recommendation in the form of underpinned solutions.
• Current As-is Architecture as well as Transition Architecture and roadmap steps to reach the Target Architecture
• Address identified technology gaps during a pursuit cycle to the respective innovation and product teams and come up with innovative, creative mitigation plans / solutions.
• Understand the impact of (emerging) technology, and when this will have impact in what form and how does the business and IT capture that value (translation of potential and impact).
• Identify ways to reduce costs and bringing efficiencies through strong expertise and working knowledge of EY’s technical & business architecture
• Pro-actively contribute to the development of the Presales community and be an ambassador for good Architecture. Assist in onboarding new Technology Presales Architects.
• Maintain relationships with relevant delivery / competence centre teams and actively ensure that implemented solutions follow the (approved) designs, not only during a project but during the entire application life cycle.
• Interact with stakeholders on presales issues and strategic improvements where such expertise is required.
• Coach business owners and pursuit leads on technology presales during the pursuit lifecyle.
• Ensure proper pursuit / deal architecture and technology roadmaps are documented using the templates, Architecture tooling and conforms to standards and utilizes the available reference models.
• Actively work to identify, communicate, mitigate and resolve technology issues and risks. In case solutions cannot be 100% compliant with standards proactively seek input from the relevant function in order to obtain step-out approval.
• Collaborate with Technology Product Teams, influence the Product backlogs and priorities according to the findings of your Presales / pursuit engagements

Skills and attributes for success

• Knowledge on Industry solutions / products.
• Strong tech background – stints in deal development, architecture & strategy or being associated with a technology start-up.
• Having worked on large scale multi-technology, data, analytics deals.
• Technology all-round expertise – Applications, Infrastructure, Digital, Security.
• Having technical / data / application / integration architecture experience.
• Responding to RFPs, shaping client proposals.
• Expertise on solution write-up, making client presentations.
• Excellent Communication Skills in English both written and spoken. Ability to interact with a global audience of customers, partners and a global team
• Good business acumen with outstanding ability in developing strategic ongoing customer relationships, gaining trust of stakeholders and respect for the company through technical leadership.
• Ability to identify technical risks before they occur and to develop mitigation and avoidance strategies.
• Awareness of portfolio management (and the associated principles, tools and techniques).
• Organized and methodical. Ability to initiate, plan and develop according to plan though coping with a level of uncertainty and risk.
• Rigorous, thorough and with a taste for detail.
• Leadership & negotiating skills and ability to drive change using influence and networking.
  

Ideally, you’ll also

• Individual contributor role, hence, should know the art of influence without authority
• Strong experience in offshore/onsite working model and working with different geographies and cultures.
• Certifications and/or experience in Agile Delivery and DevOps would be desirable.
• Architectural training/certifications like TOGAF or IASA is desirable.
• Knowledge on service management framework, especially on areas of service strategy and design (ITIL V3/V4) would be an added advantage
• Regular international and domestic travel.
• BS/MS in Computer Science, Engineering, or a related field.
• 15+ years of technology, business development & thought leadership.