Sr. Director, Product Pricing

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

What you get to do in this role:

• Determine monetization strategy for ongoing and new Business Unit innovations across good/better/best framework
• Drive prioritization and clarity of pricing and packaging strategies across Business Units
• Ensure BU strategies align to corporate pricing and packaging strategic roadmap
• Alignment new product launches to standard pricing meters, consistent value based list price setting and discount guidance model
• Prepare BUs for the Pricing Committee approval reviews with pricing proposals that are robust
• Drive strategic pricing analytics and insights into Product Business Reviews
• Provide key monetization strategy inputs into BU level 3 year strategic plans, ensuring interlock with product strategies
• Gather feedback from GTM teams to ensure sales and customer alignment
• Ensure product telemetry requirements are identified and delivered in support of go forward pricing models
• Lead customer / market studies around feature value, packaging and pricing
• Transform key insights into actionable recommendations and communicate findings to cross-functional stakeholders and senior executive leadership
• Drive productivity and scale out of a core team of direct reports

Qualifications

To be successful in this role you have:

• 4+ years of experience with leading and managing teams
• 8+ years of experience in enterprise technology industry across strategic planning, pricing, product management / strategy, and/or management consulting with 3+ years of specific experience packaging and pricing for software businesses
• Experience structuring and guiding analysis and extracting insights to inform decisions
• Experience facilitating pricing research including conjoint and other direct pricing studies
• Strong communication skills that can be tailored to senior executive level as well as line management
• Strong understanding of value-based pricing theories and analytical methodologies
• Previous consulting experience a plus

JV20

For positions in the Bay Area, we offer a base pay of $198,600 - $357,400, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression