Pricing & Packaging Manager

Ready to further your career in the fast-paced, exciting world of cyber security?

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.

Our mission is simple: End Cyber Risk. We’re looking for a Pricing & Packaging Manager to be a part of making this happen.

About the Role

The Pricing & Packaging Manager will be responsible for Arctic Wolf’s overall pricing strategy and execution. This role will develop and lead effective pricing strategies across the entire solutions portfolio, working cross functionally with the organization to drive efficient and decisive progress toward enhancing pricing maturity. 

The ideal candidate will elevate the company’s expertise in pricing and develop and implement a strategic analytical backbone into the pricing process as well as design and build out new processes. This work includes developing strong internal relationships and actively influencing thought leadership across the company.

Responsibilities

• Assess the current state of pricing and develop targeted proposals for immediate high-value impact as well as a multi-year investment strategy to optimize price effectiveness and maturity.

• Develop and implement effective pricing and packaging strategies that align with the company’s business objectives and maximize profitability.

• Collaborate with cross-functional teams, including Product Management, Sales, Channel Finance, and Operations, to ensure pricing and packaging strategies meet market demands and internal cost targets.

• Ensure that pricing initiatives have a clear business case and are prioritized on a quarterly basis by owning and effectively managing the pricing and packaging initiatives backlog.

• Develop and manage real-time discount recommendation tooling in the CRM for use by reps and sales / customer success management.

• Design, maintain, and educate internal stakeholders on pricing best practices and analytics.

• Ensure cross-functional alignment on processes with standardized and documented process intersects and training materials.

• Collaborate with Product / Go-To-Market (GTM) teams to define new offers, product design, and pricing promotions.

• Establish governance for cross-functional engagement, decision making, influence, and execution by effectively working with Arctic Wolf’s executive team.

• Analyze market trends and corresponding value-based price strategies to understand competitive threats and opportunities to refine approaches for value capture.

• Identify pricing opportunities and implement pricing as a strategic lever with keen understanding of marketplace, transactional, and solution value-based sources of pricing power.

• Serve as source of best practices and knowledge sharing about various regional activities and differentiated strategies.

• Collaborate with Product & Product Marketing to define and execute pricing and packaging strategies for new product launches, ensuring competitive market positioning.

• Develop, evaluate, and implement pricing strategies / models based on understanding of next best alternatives, competitive dynamics, and expected market response.

• Create KPI scorecards and policies that enhance the organization’s capabilities on pricing fundamentals, margin management and pricing analytics.

• Drive margin protection, margin expansion, and support growth initiatives working across functions and levels in the organization.

• Implement and maintain pricing datasets and establish comprehensive analytics to build up pricing intelligence for the company.

• Develop cross-market peer-to-peer benchmarking and network to build pricing intelligence.

Who You Are

• Outstanding cross-functional leadership skills

• Strong negotiating skills based on a thorough understanding of sales / marketing practices.

• A change agent; ability to influence senior leadership in the development of pricing strategies including global and regional sales & marketing teams.

• History of developing high-impact pricing strategies.

• Connected to the pricing community in order to draw on a network of resources.

Minimum Qualifications

• Bachelor’s degree in Marketing, Business, Economics, or a related field.

• 2-3 years of experience in pricing

• Demonstrated success implementing new processes/systems

• Ex