Senior Manager, GTM Pricing Strategy at Servicenow in Austin, TX

Company

Work matters. It’s where we spend a third of our lives. And the workplace of the future is going to be a great place. We’re dedicated to bringing that to life for people everywhere. That’s why we put people at the heart of everything we do.

People matter. Our people have a passion for learning, building, and innovating. Whether you’re an engineer, a sales professional, a finance professional, or anything in-between, our roles aim to provide each person with meaningful impact and plenty of space to grow.

Team

You will be part of the Pricing Strategy & Monetization team that is simplifying the buying experience for our customers & sellers, improving deal pricing & economics and scaling our pricing & monetization programs for 10B in revenue. Our team owns the overall company & product & services pricing strategy, GTM Pricing/Commercial programs, discounting strategy and pricing operations.

Role

Reporting to the Sr, Director of GTM Pricing & Monetization Strategy, as the Sr Manager of GTM Pricing Strategy, you will own the pricing strategy & monetization of our service offerings and managed service provider route to market. You will drive strategic initiatives focused on customer adoption of our latest services, enabling revenue growth and improving key initiatives such as NPS and price realization.

What you get to do in this role:

You will help develop insights and execute strategies to drive growth and improvements in our services & managed service provider business. You will also lead our indirect channel pricing strategy & policies ensuring commercial parity across all routes to market.

Lead the pricing and monetization strategy across service offerings and use relevant analytical techniques to segment the market and make packaging recommendation

Develop the pricing and monetization framework for our service provider business ensuing a fair share of value capture

Conduct periodic reviews of price realization across all routes to market and drive recommendations to improve revenue and simplify our selling motion

Define, track and measure pricing KPIs, defining actionable decision insights on pricing performance, implement continuous pricing optimization plan and drive this process.

Conduct and commission end-user pricing studies, including conjoint, competitive market positioning, street price and price elasticity analyses

Translate Service Provider and Channel pricing strategy into executable plans partnering cross functionally with Sales Ops, IT, Partner Ops and Sales Enablement teams

Assist in identifying new business and growth opportunities to create incremental growth, including new pricing models, pricing promotions, and go to market approaches.

In order to be successful in this role, you have/are:

7+ years of experience in enterprise technology industry across pricing, sales strategy, business operations and/or product strategy

3+ Years of Pricing Strategy, GTM or Business Strategy experience in a technology or consulting firm. Experience in the economic drivers of the service provider space a big plus

SaaS/IaaS business knowledge with the ability to understand and model the tradeoffs of GTM pricing and monetization decisions. 

A framework or process by which to make decisions. At times, will need to make decisions quickly and often with incomplete data.

Expertise in designing pricing or marketing surveys such as conjoint analyses, A/B testing or equivalent

Deep understanding of your target users and are adept at understanding their problems and arriving at elegant solutions to those problems.

An Effective Influencer/communicator and are highly effective in securing buy-in on pricing/monetization strategies from executives and leaders across the business

Bachelor’s Degree or equivalent. MBA preferred but not required