The Opportunity
This Associate Director role within EY's Global FP&A; Account Support team sits at the intersection of technical accounting and commercial finance, ensuring consistent, compliant, and future-forward revenue recognition across complex client engagements, strategic accounts, and broader portfolios. The role has a direct line of sight to account performance and P&L; outcomes, ensuring that revenue decisions not only meet accounting standards but also support commercial objectives and sustainable growth.
Acting as a bridge between global accounting policy and execution, you will develop and own frameworks that support engagement and account teams with revenue recognition for complex, multi-country and Managed Services engagements, translating IFRS and EY policies into practical guidance, scalable processes, optimized deal structuring and Mercury/SAP structures. In doing so, you will help shape financial outcomes, enhance predictability, and drive value at both the engagement and account level.
Critically, you will help shape the evolution of EY's revenue models—moving beyond traditional input-based labor model approaches toward output-, outcome-, and value-based models aligned to innovative commercial structures and technology-enabled offerings.
Key Responsibilities
Deal Structuring & Advisory:
working with Region Finance colleagues, advise on emerging revenue recognition scenarios arising on
complex contracts and sales arrangements
. Partner with
Sales, Legal, Operations, and account teams
to structure deals in ways that are commercially effective, scalable, and compliant, providing guidance during
pricing and negotiation phases
.
Revenue Recognition & Compliance:
Act as a
subject matter expert on revenue recognition
, advising on IFRS and EY global policies across complex scenarios (e.g.,



multiple performance obligations, variable consideration, fee sharing).
Systems & Implementation (Mercury/SAP):
Translate
pricing and contract structures into system configurations
to ensure accurate revenue recognition and reporting. Partner with regional and GDS teams to drive
consistent contract setup and execution
.
Global Enablement & Capability Building:
Develop
scalable playbooks, frameworks, and best practices
, and train regional finance and GDS teams to drive
consistency, capability, and adoption
across geographies.
Future Revenue Models & Strategy:
Lead the evolution toward
output-, outcome-, and value-based revenue models
, defining metrics, performance measures, and revenue triggers aligned to new commercial structures.
Stakeholder Management & Influence:
Serve as a
trusted advisor to senior stakeholders
, clearly communicating complex financial insights to influence decision-making and ensure early Finance involvement in deal pursuits.
Commercial Model & Rate Evolution
Develop a deep understanding of the
current rate-based model
and its impact on
revenue, margin, and delivery economics
.
Lead the
annual NSR and cost rate review
, partnering with Regional Finance teams and service lines to drive
integral consistency, transparency, and alignment
. Establish strong governance to enhance
trust and confidence in rate setting
.
Embed a consistent




rate governance framework
that enables scalable application across
multi-country and Managed Services engagements
, promotes
equitable fee sharing
through consistent methodologies, and supports
accurate revenue recognition
and margin through clear linkage between pricing, delivery performance, and accounting outcomes.
Experience & Capabilities
Experience of advising large, complex deals on
revenue recognition (IFRS and EY global policies) and margin
, particularly across complex contract arrangements
Proven ability to
translate accounting policy into operational processes and system configurations (Mercury/SAP)
Strong understanding of
pricing models, margin modelling, fee sharing, and commercial deal structures
Ability to analyse complex financial scenarios and provide
clear, actionable recommendations
Experience leading and developing teams across
global and GDS environments
Strong communication and influencing skills at
senior stakeholder level
What Success Looks Like
Consistent, Compliant Revenue Practices:
Revenue recognition is applied consistently across all engagements
Integrated Deal Support:
Finance is embedded early, with contracts correctly structured and configured in Mercury
Margin Protection & Improvement:
Strong visibility and proactive management of cost and margin risks
Global Rate Consistency & Transparency:
A trusted, globally consistent
NSR and cost rate framework
enables equitable fee sharing and reliable financial outcomes
Evolved Revenue Models:
Output- and value-based models are defined, operationalised, and adopted
Finance as Strategic Partner:
Finance is recognised as a
key enabler of growth, innovation, and deal success

📌 Commercial Finance And Revenue Models Lead, Associate Director - Ey Global Delivery Services (Buenos Aires)
🏢 Ernst & Young
📍 Buenos Aires