Director, Pricing and Licensing Strategy

Passionate about driving pricing strategy and increasing ARR for the market leader in data protection? Let’s talk! We’re in search of a Director to lead our overall licensing, pricing and packaging efforts. This individual will play a critical role in furthering Veeam’s market leadership, ARR growth and continued expansion in subscription and aaS-based services. You will be responsible for delivering effective pricing and packaging strategies to maximize short and long term revenue opportunities, creating pricing policies and programs that are customer friendly and allow for scalable, consistent business operations around the globe. Lastly, you will run a team that will be responsible for researching and collaborating with sales, finance and product teams to implement solutions that win in the market.

Responsibilities 
As the company’s subject matter expert for pricing, packaging & licensing you will lead a cross-functional team that engages across Product Marketing, Sales, Operations, Competitive Intelligence, Product Mangement, and Finance to drive Veeam’s pricing and licensing strategy for as-a-Service and Self-managed software offerings. 

• Lead the pricing, licensing and packaging across all products and routes to market, collaborating with product marketing and product management to remain competitive. 
• Involved with pricing, packaging, volume & term discounting, SKU structure, sales and channel compensation, deal registration, order processing, price books, migrations and promotions 
• Effectively monitor growth, retention, churn, price elasticity & discounting 
• Model impact of pricing, packaging and discounting decisions globally using a data driven approach - gaining consensus across leadership for strategic changes 
• Lead Pricing Committee responsible for approval of pricing, licensing, promotion, migration and packaging changes as well as orchestrating operational execution with program management team. 
• Ongoing collaboration with:  
• Sales leadership for alignment on changes and new offerings 
• Sales Operations for alignment of comp, discounting, margin and migrations 
• Pricing Operations for SKUs, price books, FX and order rules 
• Product owners (PMs and PMMs) for pricing and packaging and execution 
• Competitive Intelligence for proper competitive alignment against data protection  
• Lead a team of skilled and capable pricing managers to successful implementation and cross functional execution 
• Continue efforts to transition customers off legacy license offerings  

Requirements 

• 7+ years pricing and licensing, finance, operations experience, prefferably in the software space. Subscription experience highly desired.   
• BS degree required: Finance, Computer Science, Sales or Marketing: MBA preferred.   
• Advanced pricing discipline, business modeling and BI skillsets highly desired 
• Comfortable working closely with sales SVPs and Executive teams, presenting data-driven proposals that effectively align to the corporate strategy 
• Ability to execute research efforts, promotions and tests to arrive at proper result 
• Deep understanding of software pricing and licensing best practices, customer needs, and the competitive landscape.  
• Experience in Subscription and aaS delivery options   
• Team player with customer-first mentality who can build a plan, gain alignment and execute 
• Manage multiple initiatives simultaneously and show continued progress 
• Able to effectively work in a distributed and remote environment encompassing worldwide stakeholders 
• Ability to travel up to 10%

Benefits

• Unlimited PTO
• Medical, dental, and vision benefits that start on day one
• Flexible spending accounts
• Life insurance and short-term and long-term disability coverage
• Family planning support benefits, along with 100% paid maternity and parental leave
• 401k match
• Veeam Care Days – additional 24 hours for your volunteering activities
• Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (Percipio, Athena, O’Reilly) and mentoring through our MentorLab program.

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