VP Offer & Pricing Strategy
Company: Software Services, Charleston, SC
Posted on: March 18, 2019
About Company: Leading uniquely at the intersection point of technology and social good, Company provides software, services, expertise, and data intelligence that empowers and connects people to advance the social good movement. We serve the entire social good community, which includes nonprofits, foundation, corporations, education institutions, and the individual change agents who support them. We work with over 40,000 organizations, helping them realize their goals, fund their missions, manage their operations, and develop long-lasting supporter relationships. Our customers are passionate about making the world a better place, and we’re inspired by the opportunity to help them. The Vice President, Offer and Pricing Strategy is a commercial leadership role accountable for the strategy and processes used to develop, implement and maintain offers and pricing across Company. This role is responsible for driving pricing strategy across all of our products, with focus on land & expand and transactional revenue business models. As Company continues to transition its offering strategy to vertical cloud based solutions, this role is critical in shifting our pricing from individual product-based to vertical capability-based offer models. Key Responsibilities: Lead Company’s pricing governance process to provide clear process, templates and manage the weekly/monthly/quarterly activities of the company and pricing committee Based on data-driven insights, customer and market analysis and cross-functional input, drive innovative pricing recommendations that includes pricing strategy, logic and rules Understand, analyze and determine the metrics that will form the core for pricing for each horizontal product and/or vertical cloud solution Work with finance to understand full lifecycle product costs and work with marketing to understand competitive environment, customer value proposition and market elasticity expectations to help maximize revenue, profitability and customer value Work with internal pricing analysts to build price models that validate pricing strategies Consider and deploy the right lifetime monetization structure for our offers, examining initial sales, recurring revenue expansion sales, price changes, and transactional models to balance Company and customer value in appropriate proportion Lead and drive performance improvement by conducting quarterly reviews of results versus objectives Structure/Reporting: The Vice President will report to the Senior Vice President, Corporate and Business Strategy. S/he will manage a small team of pricing analysts. However, s/he must have the experience and skills to be able to independently manage the function for the entire company. Additionally, the Vice President will work with and/or direct resources across Company’s matrixed structure, especially leaders and associates representing the following: Corporate strategy and the Executive Leadership Team on overall corporate pricing strategy Product Management, Product Marketing and Vertical Marketing on pricing and offer formation; Vertical leadership and Sales Enablement teams on the most economic and efficient go-to-market; Corporate Finance to determine how to best balance customer and Company value; Corporate IT and systems teams to support the consistency and efficiency of back office systems and processes related to offers and pricing; Deal Desk leadership to monitor and improve commercial results Desired Experience/Skills Required: 10 years of total experience with 3-5 years’ experience of primary or secondary responsibility for pricing and offer strategy Strong preference: SaaS pricing experience Desirable: Transactional and/or payments pricing experience Must be able to gather and analyze data, estimate the value of products and services and translate complex analytics into simple and actionable pricing models Must be a strong communicator, able to synthesize and distill complexity for broad understanding and use, and to own recommendations to the most senior leaders in the company Proficiency operating in a matrixed organization will be critical, and must have solid understanding of market and selling requirements of our offers Success predicated on developing relationships at all levels of the organization Experience engaging executive management
Keywords: Software Services, Charleston, SC, Charleston , VP Offer & Pricing Strategy, Executive , Charleston, South Carolina
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