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About the role
Key responsibilities & impact- Develop and present business-cases that articulate the strategy and return-on-investment in order to acquire and incorporate cross-functional feedback and ultimately achieve executive approval
- Develop innovative pricing / licensing structures for large/strategic b2b deals
- Support Enterprise Sales team with product sizing, custom pricing and licensing needs
- Collection, synthesis and analysis of industry and competitor data
- Develop and conduct qualitative customer research
- Design and complete quantitative market research including one or more of the following research methods: Build-Your-Own Conjoint, Discrete Choice Conjoint, Gabor-Granger
- Perform statistical analysis on empirical data (sales, usage, etc)
- Develop financial models that simulate customer behavior and project costs to complete scenario analysis that estimates the impact of the proposal on market penetration, company revenues and margin
- Define and drive product requirements for product roadmap and future releases to address customer needs related to the business model strategy
- Plan and coordinate operational activities required for execution, including the development of excel-based tools to facilitate the quoting and customer fulfillment process
- Set guidelines for direct sales, develop sales plays and training as appropriate
- Complete post-mortems to ensure proposals are successful and/or refine.
Requirements
What you’ll need- MBA and/or 5+ Management/Strategy Consulting experience or Pricing/Packaging strategy experience
- Understanding of Enterprise / b2b software sales processes – pricing, deal structures, discounting methodologies
- The ability to simplify the complex, quickly define core problem and frame the solution approach
- Attention to detail balanced by comfort with ambiguity
- Excellent slide-writing, communicating, and upward-influencing skills
- Strong EQ and leadership ability
- Experience driving consensus in a large matrixed organization is an advantage.
Benefits
Comp & perks- Comprehensive benefits programs
- Professional development opportunities
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
statistical analysisfinancial modelingmarket researchqualitative researchquantitative researchpricing strategylicensing structuresdata synthesiscustomer behavior simulationscenario analysis
Soft Skills
communication skillsleadership abilityattention to detailproblem-solvingability to simplify complex conceptsupward influencingdriving consensuscomfort with ambiguitycross-functional collaborationpresentation skills
Certifications
MBAManagement Consulting certificationPricing Strategy certificationData Analysis certificationMarket Research certificationProject Management certificationSales Training certificationLeadership certificationFinancial Modeling certificationBusiness Analysis certification