Pricing Manager

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role:

You will help develop insights and execute pricing strategies to drive growth and improvements in our Technology Workflow businesses. You will also lead our direct and indirect channel pricing strategy & policies ensuring commercial parity across all routes to market.

• Lead the pricing and monetization strategy across Technology Workflow products and use relevant analytical techniques to segment the market and make packaging recommendation
• Develop the pricing and monetization framework for our Technology Workflow products ensuing a fair share of value capture
• Conduct periodic reviews of price realization across all routes to market and drive recommendations to improve revenue and simplify our selling motion
• Define, track and measure pricing KPIs, defining actionable decision insights on pricing performance, implement continuous pricing optimization plan and drive this process
• Conduct and commission end-user pricing studies, including conjoint, competitive market positioning, street price and price elasticity analyses
• Translate pricing strategy into executable plans partnering cross functionally with Sales Ops, IT, Partner Ops and Sales Enablement teams
• Assist in identifying new business and growth opportunities to create incremental growth, including new pricing models, pricing promotions, and go to market approaches

Qualifications

To be successful in this role you have:

• 5+ years of experience in enterprise technology industry across pricing, sales strategy, business operations and/or product strategy
• 3+ Years of Pricing Strategy, Product Management, GTM or Business Strategy experience in a technology or consulting firm. Experience in the economic drivers of the service provider space a big plus
• Strong proficiency with synthesizing large data sets with Excel and other BI tools
• Experience applying value-based pricing theories and analytical methodologies
• SaaS/PaaS business knowledge with the ability to understand and model the tradeoffs of GTM pricing and monetization decisions
• A framework or process by which to make decisions. At times, will need to make decisions quickly and often with incomplete data
• Expertise in designing pricing or marketing surveys such as conjoint analyses, A/B testing or equivalent
• Deep understanding of your target users and are adept at understanding their problems and arriving at elegant solutions to those problems
• An Effective Influencer/communicator and are highly effective in securing buy-in on pricing/monetization strategies from executives and leaders across the business

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $119,300 - $208,700, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. 

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn