EY
Global Pricing Center of Excellence (CoE) Lead
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The opportunity
The Global Pricing CoE Lead is responsible for advancing EY’s pricing agenda by driving excellence in pricing execution, commercialization, and innovation. The role focuses on enabling value-led pricing for the firm’s most strategic and transformative opportunities, supporting the adoption of global pricing standards, and contributing to the evolution of EY’s technology- and AI-enabled pricing ecosystem. Working closely with regional pricing teams, the Global Pricing CoE Leader supports the effort to drive consistent, scalable, and value value-led approach to pricing across the firm.
The role is responsible to lead the commercialization of the firm’s most strategic, complex, and innovative opportunities through dedicated pursuit support and drive our firm’s profitable growth ambitions. The role engages in cross-Service Line, cross-Region pursuits spanning top-end audit, transformation, and managed services, executing innovative positioning, pricing, monetization and commercialization strategies aligned with the differentiated value of our services. The leader helps accelerate profitable growth through improved win rates, revenue expansion, and margin enhancement.
The Global Pricing CoE Leader will support in the development, governance, and continuous evolution of EY’s pricing frameworks, methodologies, standards, and leading practices. Working closely with Regional Pricing Leaders and the Regional Pricing Coordinator, the leader maintains a pulse on market dynamics, emerging pricing trends, and successful regional innovations. The role identifies high-value practices, tools, and methodologies developed across regions, helps codify them into scalable and repeatable assets, and champions their adoption as global standards and leading practices across the pricing community. Through thought leadership, stakeholder engagement, and influence, the leader promotes the adoption of pricing methods and processes while balancing global consistency with the flexibility required to address local market needs. Together, these efforts help strengthen EY’s pricing capabilities, improve commercial outcomes, and enhance the firm’s competitive position globally.
In addition, the Global Pricing CoE Leader supports the evolution of EY’s pricing technology and innovation agenda, contributing to the development of the firm's pricing roadmap, including pricing tools, standards, and the broader AI-enabled pricing ecosystem. The role provides strategic input and governance support for PINPoint and related pricing technologies, partnering closely with the PINPoint Lead to help align platform priorities, capability enhancements, adoption objectives, delivery milestones, and business outcomes with EY’s growth and commercial transformation agenda.
Essential functions
Some or all the below accountabilities will be applicable depending on the scope of the role:
- Provide strategic leadership and executive oversight for the firm's largest, highest-risk, and most complex global pursuits, ensuring pricing, commercialization, monetization, and commercial strategies are executed consistently from qualification through close, while enabling the Pricing Team to deliver innovative, value-led solutions that drive profitable growth across diverse business models and commercial arrangements.
- Build and cultivate executive relationships that strengthen the Pricing organization's influence, expand client value, and drive growth, win rates, and profitability.
- Contribute to and drive the firm's AI-first pricing technology roadmap, advancing pricing capabilities, tools, and methodologies that enhance commercialization, improve pursuit efficiency, and enable scalable adoption of existing and new methods, process and tools.
- Influence the firm's approach to opportunity shaping by integrating client, market, and competitive insights into differentiated pricing, monetization, and commercialization strategies.
- Coordinate and scale leading practices that equip pricing teams with actionable competitive intelligence to strengthen win strategies, offer design, and commercial outcomes.
- Collaborate with Regional Pricing Leaders and the Regional Pricing Coordinator to influence the development, alignment, and adoption of global pricing standards and leading practices, enabling a consistent, scalable, and high-performing pricing capability across EY while respecting regional market dynamics.
- Serve as a strategic advisor to business and solution leaders, shaping commercialization strategies, monetization models, and go-to-market approaches that accelerate the growth of new and evolving services, solutions, and technology-enabled offerings.
- Provide strategic oversight and governance of pursuit economics, commercial risk, and pricing decisions, ensuring alignment with accounting standards, firm policies, risk management principles, and long-term growth objectives while enabling teams to deliver sustainable profitability and compelling returns for EY.
- Ensure effective transition of commercial, financial, and pricing knowledge from pursuit to delivery teams through robust governance, supporting contract compliance and minimizing value leakage.
- Establish and lead commercial risk management practices across global pursuits, enabling teams to proactively identify, escalate, and mitigate competitive, commercial, legal, and delivery risks through cross-functional collaboration.
- Can provide hands-on leadership on large and most strategic pursuits, bringing clarity to ambiguity, rapidly identifying key value and pricing levers, aligning stakeholders on target offer design, and accelerating commercial decision-making to improve pursuit efficiency and outcomes.
- Shape opportunities by connecting client and competitor intelligence across the domains of positioning, pricing, monetization, solutioning, and commercials; the sources of client value across efficiency, effectiveness and enablement of the proposed solution; and innovative commercialization and monetization approaches, to create a clear, compelling, highly differentiated proposal that influences client decision making.
- Influence successful win strategy and offer design by bringing forward insightful, actionable, data-driven, and researched-backed perspectives on competitor’s solution, pricing, monetization and commercial positioning.
- Execute the agreed upon offer design with a differentiated pricing, monetization and commercial strategy that is fit-for-purpose for the in-scope services and incorporates the diverse perspectives and experiences of the pursuit team, account team and key stakeholders to achieve target.
- Author client facing documents including value estimation/articulation, pricing and commercial proposal narrative; pricing and commercial assumptions; MS-Excel-based price/solution templates; and all pricing, financial and associated commercial terms and conditions including applicable sections of the Statement of Work (SOW) to position a holistic, balanced, and compelling value/price/risk proposition.
- Jointly lead with the Lead Negotiator and actively participate in negotiations with clients and their trusted advisors to achieve positive sum outcomes through a fair and balanced exchange of value
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Analytical/Decision Making Responsibilities
Some or all of the below responsibilities will be applicable depending on the scope of the role:
- Lead with curiosity and embrace a scientific-led, hypothesis-driven approach to understanding and synthesizing disparate and/or ambiguous data/intelligence/observations in establishing the recommended pricing and commercial strategy.
- Ensure activation and adoption of best-practice methods, tools and assets while flexing engagement approach to meet the needs of a given pursuit or project team.
- Embrace solving challenging problems in an innovative, unique manner that unlocks new ways of working to advance pursuit, project, team and firm pricing and commercial capabilities.
- Showcase empathy while collaborating across a range of social styles to build trust-based influence and achieve target outcomes.
- Provide exceptional client service (internal/external) across multiple pursuits/projects by consistently demonstrating the ability to prioritize critical activities to meet business needs under limited, often demanding, timelines.
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Knowledge and Skills Requirements
Some or all of the below knowledge and skills requirements will be applicable depending on the scope of the role:
- Understanding of macro and micro economic environment, geopolitics and technology trends that affect current and potential EY client industries and businesses and how these trends create new commercialization opportunities for EY.
- Proven track record designing, modelling, shaping and structuring Top-end audit, transformations, and managed services utilizing innovative monetization techniques aligned with the client’s value chain.
- Experience with a broad spectrum of pricing strategies applicable to professional services including cost-, competition- and client-value-driven and how to uniquely leverage each to improve the market and financial outcome of a given opportunity.
- Knowledge of the sources of value: efficiency, effectiveness and enablement; and how to estimate.
- Understanding of the client decision making process and how to leverage behavioral science to influence preference for EY.
- Robust knowledge of behavioral science such as prospect theory, loss aversion, anchoring and adjustment, cognitive load, framing, and choice architecture (options).
- Adept at quickly synthesizing large, disparate quantities of data and observations from internal and external (primary, secondary and third party) sources into actionable intelligence for a broad range of stakeholders.
- 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.
- Possess natural coaching skills, comfortable facilitating pursuit team discussions, speaking in large group settings, handling difficult conversations, influencing without authority and writing persuasively.
Supervision Responsibilities
Lead and develop a high-performing team of senior pricing professionals, setting strategic direction, performance expectations, and quality standards while fostering a culture of accountability, collaboration, and continuous improvement.
- Empower the team to operate with a high degree of autonomy, establishing clear objectives, governance, and decision-making frameworks that enable consistent delivery of high-quality commercial outcomes.
- Provide coaching, mentorship, and career guidance to Pricing Team members, serving as a trusted counselor and talent advocate to support professional growth and leadership development.
- Build and scale team capabilities across positioning, pricing, monetization, solutioning, and commercial strategy, equipping professionals with the skills, tools, and methodologies needed to deliver market-leading outcomes.
- Create immersive development experiences that strengthen storytelling, executive communication, presentation, and influencing skills, helping team members expand their commercial and leadership capabilities.
- Lead talent management and performance development activities, providing timely, constructive feedback and supporting the firm's performance management and succession planning processes.
- Serve as the organization's senior pricing subject matter leader, establishing quality review standards, providing oversight on
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