VP, Strategic Pricing, Data Science & Realization

Optiv

Optiv

Data Science
Multiple locations
Posted on Saturday, July 6, 2024

This position will be fully remote and can be hired anywhere in the continental U.S.

The Vice President of Strategic Pricing, Data Science & Realization is responsible for setting pricing and monetization strategy across Optiv’s technology and services portfolio, establishing tools, process, and controls to drive pricing outcomes, and leading a high performing pricing and analytics team.

This role will work collaboratively across Sales, Services, Finance, Partners, Marketing, Legal, IT and Operations teams to increase Optiv’s profitability by designing, implementing, and maintaining competitive pricing models, guidelines, and processes. The VP of Strategic Pricing plays a critical role in driving Optiv’s profitability and growth.

This position also involves leveraging data-driven insights to optimize sales processes, enhance decision-making, and maximizing situational awareness for all stakeholders of the Optiv sales process.

How you'll make an impact

  • Leads the pricing, data science, and realization team which includes individual contributor, manager and director level resources.

  • Maintain and mature Pricing function and own all price and monetization modeling and strategy end-to-end.

  • Develop pricing guidelines and processes and roll them out across the organization.

  • Lead a high performing pricing strategy and data science team that delivers tangible value to the business.

  • Establish deal desks for technology and services with mechanisms for reviewing/approving non-standard deals subject to escalation thresholds.

  • Assist with Client negotiations on critical deal flow, engaging with clients and partners.

  • Work closely with Sales, Services, Finance, Partners, Legal, and Operations to structure and close client specific contracts and financing transactions.

  • Assist Sales Operations with process improvements, special projects, sales enablement for financing and pricing contracts.

  • Complete client analysis to help determine new structures and offers.

  • Prepares analytical models to evaluate strategic pricing decisions.

  • Conduct and coordinate financial, market, operational and related research to support strategic pricing, discounting, and overall guidance for the sales team.

  • Assist with maximizing long term, recurring revenue company economics.

  • Successfully partner with IT to develop requirements and systems enhancements to optimize and increase pricing options.

  • Partner with solutions organization to price new offerings and bring them to market.

  • Drive annual planning connection to pricing for revenue growth.

  • Evaluate and establish 3rd data sources and partnerships to enrich pricing intelligence.

  • Drive executive level reporting on price performance across the portfolio.

  • Train and enable participants in the pricing process like sales reps, sales leaders, services demand personnel and others.

  • Leads complex, cross-team projects exploring new machine-learning and AI opportunities, ensuring reliability and scalability of the data models.

  • Develop and maintain discount authority matrices as well as companywide adherence.

  • Leads the Strategic Planning diagnostic and supporting strategies, including the use of 3rd party market intelligence driving annual corporate strategy.

  • Support broader Data Governance and Revenue Analytics initiatives.

  • Ability to work under pressure; manage projects; and get things done through fostering relationships to gain trust and confidence.

What we're looking for

  • Demonstrated success establishing best practices in implementing pricing strategies in a technology product and professional services focused organization.

  • Deep understanding of pricing from Finance as well as a Sales perspective.

  • 15+ years leading high performing teams.

  • Bachelor’s degree in business, economics, finance or related field, MBA preferred.

  • Knowledgeable in current and possible future policies, practices, trends, and information affecting the business and organization.

  • Up to date on industry trends and competitor pricing strategies; aware of how strategies and tactics work in the marketplace.

  • Pricing experience with both Channel and Direct Sales, including partners, VARs and outsourcing.

  • Pricing experience with consulting services and managed services.

  • Ability to establish processes and look for areas where operations could be more efficient or established.

  • Deep understanding of financial instruments and net working capital terms in structuring and pricing deals.

  • Knowledge of Salesforce.com, DOMO, Power BI, Excel, Microsoft Azure, and CHAID statistical models.

  • Proficiency in advanced analytics techniques such as CLV and predictive modeling.

  • Analytical mind with natural curiosity, grit and determination. Self-starter and initiator.

#LI-SM1

What you can expect from Optiv

  • A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
  • Work/life balance
  • Professional training resources
  • Creative problem-solving and the ability to tackle unique, complex projects
  • Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
  • The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv is an equal opportunity employer (EEO). All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.

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