Title: Director- Pricing Strategy and Analysis (Asia Pacific)
Job Description Summary:
The Director, Pricing Strategy and Analysis is a leadership role, responsible for managing a team of pricing professionals who in turn is accountable for supporting growth across deals.
The Director, Pricing Strategy and Analysis is a strategic role that is accountable for ensuring their team is enabled to analyze deals to find efficiencies and ensure lower costs and maximum profitability.
This role is accountable for providing guidance on the development of pricing strategies and programs that will increase sales of the company's products and / or services.
Key Responsibilities:
- Drives strategic objectives in support of company strategy and implements policies to ensure compliance.
- Drives current and future business needs through the development and implementing pricing strategies that enhance profitability.
- Manages scenario analysis, what if comparisons, sensitivity analysis, on key deal during deal structuring cycle.
- Works across multiple business areas to train and develop managers on pricing pursuits for account, sales enablement and delivery teams and deliver ongoing education to ensure Sales understanding and compliance.
- Manages a pricing strategy and analysis team ensuring they understand and can execute all pricing responsibilities in accordance with Company policies and procedures.
- Ensures the facilitation of deal reviews and approval by Sales and Finance by managing the communication and structuring of business opportunities.
- Manages pricing design including the development of the Client Business Case, the Business Case, a pricing response, contractual pricing documents, addressing client concerns/requirements and mitigating business risks.
- Maintains familiarity with hardware / software licensing and services commercial model in the vendor's environment.
- Manages the assessment of data from a variety of sources and uses to derive insights into pricing strategies and market trends.
- Provides deal structuring and/or packaging guidance to Sales, incorporating macro perspective into deal guidance to ensure that deals make overall business sense (precedent setting, pricing/discounts across segments/geographies and product family, hardware and software discounts).
- Identifies common trends and issues around pricing and competitive situations, learnings from deals, pricing pressures, competitive pressures, loopholes, etc., encountered in day-to-day management of the region.
- Drives the team ensure they understand and can execute all pricing responsibilities in accordance with Company policies and procedures.
Knowledge Attributes:
- Significant knowledge and understanding of IT industry environment and business needs.
- Significant knowledge about the industry including competitors and market trends.
- Significant knowledge of vendor pricing and commercial model (for example, Cisco and Microsoft license model / VMW license model).
- Keen eye for identifying opportunity.
- Significant analytical and research skills.
- Significant understanding of pricing strategies and concepts.
- Excellent communication, negotiation, and stakeholder management abilities.
- Significant ability to successfully lead and manage a team.
- Significant reporting and presentation skills.
- High level of drive and ability to work under pressure.
- Significant understanding of global commerce and business capabilities and policies for global deals.
- Significant ability to build and maintain cross-functional relationships with a variety of stakeholders.
- Significant knowledge of product and service offerings, including new offerings.
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in Mathematics, Statistics, Business, Commercial, Business Administration or related field.
Required experience:
- Significant demonstrated experience working with business intelligence software.
- Significant demonstrated experience in a similar role including solid exposure to managing pricing processes, implementing pricing initiatives, and creating a pricing process documentation.
- Significant demonstrated experience in commercial modelling using MS Excel, PowerPoint, etc.
- Significant demonstrated experience managing and leading a pricing analysis or equivalent team.
