EY Strategic Pricing Architect - Government & Public Sector in McLean, Virginia
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.
Our Business Development function brings together business, sector and account knowledge along with EY competencies and solutions to meet unique client needs. The Business Development organization shapes and drives an integrated growth strategy across EY’s largest accounts, industry sectors, solutions and services, while demonstrating and achieving market leadership through a client centric culture.
The Strategic Pricing Architect will operate as a member of the GPS Business Development team and be responsible for providing pricing and pricing strategy leadership for the largest, most complex, and most strategic opportunities withing EY GPS. You will help shape, negotiate, and close new business opportunities by drawing together competitive intelligence, internal EY cost to serve estimates, commercial model options, pricing methodologies and negotiation strategies. You will lead teams in developing a competitive and compelling business case for our clients and EY, designing and executing the competitive pricing strategy, establishing the EY cost to serve, maximizing margins, mitigating risks, and articulating the value of EY’s offer(ing) to the client.
As a Strategic Pricing Architect, you’ll be responsible for all aspects of pricing & pricing strategy on top pursuits including:
Price Competitiveness – develop competitive pricing targets/price to win and test EY’s proposed price points against market and competitor benchmarks and client expectations
Competitive Positioning – develop, test, and refine EY’s competitive positioning within the client evaluation process informing pricing strategy and targets
Value Proposition - lead the development of price volume documents, articulate the deal construct, and value proposition within price proposals and internally to EY GPS Leadership.
Model development - Build, maintain, & run standard pricing/financial models, confirming accuracy of cost, price, margin, and other relevant financial metrics
Business Case - Present the pursuit business case for internal approvals using EY’s costing and pricing policies, articulating the expected financial performance, risks, and upside
Knowledge Capture – capture intelligence that can be used to support GPS pursuits embedded in EY’s approach– eg updated costing and pricing policies, models, and pricing competitive intelligence
Relationship development - Build and maintain strong relationships with internal clients, proposal teams, and colleagues
Skills and attributes for success
Thriving in a matrixed organization is essential, balancing the needs of the client against business initiatives and goals. Possessing natural coaching skills, you’ll inspire others with your insights to drive a differentiated value propositions in the market. You’ll be a trusted advisor to the Pursuit Leader and the proposal team.
To qualify, candidates must have:
10+ years’ experience in Federal and/or State & Local government pricing, pricing strategy, and/or price to win/competitive price range development.
Strong understanding of the procurement process, contract types, RFP’s, and market pricing.
Proven track record designing, modeling, and structuring government sector deals and utilizing various models/contract types
Strong pursuit management, relationship management, executive presence and influencing skills
Effective oral (virtual/in-person) and written communications
Proficient in MS Office Suite of tools; Word, PowerPoint, and high-level proficiency in Excel
Planning, time management and organizational skills
A strong working knowledge of a professional services organization
Bachelor's degree in Accounting, Finance or related discipline or equivalent experience
Minimum Secret clearance eligibility
What we offer
We offer a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options. Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.
• 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.
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.
EY | Building a better working world
EY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.
Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate.
Working across assurance, consulting, law, strategy, tax and transactions, EY teams ask better questions to find new answers for the complex issues facing our world today.
EY is an equal opportunity, affirmative action employer providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, in accordance with applicable law.