Director - Solution Pricing

Job Description:

This Director of Solutions Pricing will drive efforts related to developing and executing pricing strategies for new and existing products and services, designing and implementing new pricing models, packaging options, and evaluating pricing performance over time to optimize monetization. This role will work closely with cross-functional teams such as product leaders, sales, marketing, and finance to drive revenue growth and market share across our various offerings for different market segments we pursue.

As a multi-product company that offers a variety of solutions for various target customers from mid-sized business to enterprise companies, North America to international, this is a creative role with need to understand multiple product areas, competitive sets, and market dynamics, beyond the core capabilities of running pricing analyses.
 

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES:

• Design and implement pricing strategies that maximize revenue, profitability, and market share
• Collaborate with product leaders across various product lines to explore innovative and practical pricing and packaging recommendations for new products, enhancements, and roadmap candidates where necessary
• Work closely with Product Operations to operationalize our new pricing models, new product pricing, and pricing updates
• Develop flexible pricing models (subscription-based, usage-based, tiered, etc.) that align with customer buying behavior and enterprise-scale solutions
• Understand the latest pricing models being utilized by SaaS companies including pricing for AI products and features
• Continuously refine pricing models based on feedback, customer buying behavior, competitive analysis, market dynamics, and win-loss reviews
• Create initial pricing benchmarks to help establish new models or help to optimize existing models.
• Monitor market trends, customer feedback, and competitive changes continuously
• Work with finance teams to develop financial models that evaluate product margins and the impact of pricing changes and provide recommendations to product leadership
• Implement pricing changes based on product lifecycle stages, new feature releases, or targeted promotions.
• Engage with Sales, Alliances, Channel and Partner teams to provide pricing for deals, projects, and promotional offerings

Qualifications: 

• A minimum of 10+ years of experience in pricing and packaging related roles with at least 3 years in a leadership position.
• 5+ years of software-as-a-service experience. AI related pricing experience is preferred
• Experience migrating a portfolio of products from one pricing model to a more modern, SaaS based
• Strong analytical skills and comfortable working with quantitative and qualitative analyses, financial modeling, sensitivity analyses, pricing studies, and pricing research.
• Bachelors or equivalent degree in Engineering, Finance, Business Administration or related field. MBA preferred.

Other Qualifications

The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• • Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• • Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• • Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• • Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• • Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

• The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.