Senior Manager / Director, Pricing Strategy

We are looking for a Director to support and drive change for Salesforce products as part of the Pricing Strategy team. The role will involve investigating and evaluating pricing and packaging strategies to take advantage of market opportunities to accelerate Salesforce growth. The role is a unique opportunity to develop cross-functional, and cross-product expertise in Pricing and Packaging Strategy while getting exposure to a variety of high priority products and market expansion initiatives. The Director will collaborate with leaders in our product and marketing organizations to help craft new business models, define strategies for new offerings, optimize packaging & pricing for existing offers, and drive overall monetization. Responsibilities:

• Develop and optimize long term pricing and packaging strategies for Salesforce working across a number of teams including Product Management, Product Marketing, Go To Market, Sales and Deal Desk
• Make informed data-driven recommendations using structured problem solving frameworks (i.e. create hypotheses, analyze data, validate hypotheses, make recommendation)
• Assist product operations in prioritizing launches and creating SKUs that map to the correct product feature set
• Proactively identify opportunities to enhance our existing portfolio combining market, competitive, customer and stakeholder research
• Clearly communicate pricing concepts and recommendations to Exec level leadership; work with cross-functional teams to operationalize recommendations
• Identify new pricing models while understanding the complexity and implications to existing base
• Nurture EVP/SVP level relationship; influence senior executives to gain alignment on recommendations

Basic Qualifications:

• Required 10+ years of working experience
• Superior analytical, strategic, communication, and organizational skills are critical
• High level of attention to detail and ability to juggle multiple projects at once
• Able to identify and develop solutions to complex problems from a strategic and operational perspective that may cross departments
• Capable of communicating concepts clearly and credibly to multiple audiences
• Ability to influence various constituents, including senior management
• Deep interest in analyzing quantitative and qualitative data and the ability to see beyond the numbers to drive sound decision-making using both quantitative and qualitative research
• Intellectually curious, creative strategic business thinker who loves to tackle complex challenges
• Can influence and set direction with Exec leadership; comfortable working with all levels of leaders
• Can handle multiple projects at once, prioritizing workloads to meet competing deadlines and complex stakeholders dynamics
• Thrives in high-growth, performance focused environments with frequent change
• Design & lead qualitative and quantitative sales and customer research to test pricing & packaging strategy hypotheses
• Advanced skills in Excel and PowerPoint (or equivalent)
• Bachelor’s degree

Preferred

• 7+ years of Pricing experience, Product Marketing or Product Strategy; alternatively 4+ years of top tier consulting experience
• Preferred SaaS Pricing Strategy experience or software technology company experience
• Previous people management experience
• Prior management consulting, investment banking, corporate strategy, pricing/product strategy or product management experience
• MBA preferred

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